A lot of people are afraid to ask for referrals because they think they will appear pushy, needy, or unsuccessful. And some people don’t ask because they’re afraid of rejection. The truth is asking for referrals doesn’t make you look like any of those things. Further, not getting a referral is not a failure, says Bill Cates author of Beyond Referrals. How you ask for a referral does affect your chances of receiving one, however. Listen as Cates explains how you should ask for one.