This document provides guidance on obtaining and following up on referrals from prospects. It discusses: 1. Asking for referrals every time a prospect says they are not the right contact, either by phone or email. 2. Prioritizing who to ask for referrals based on their title, with a focus on executives. Referrals can come from the top-down or bottom-up. 3. How to execute on a referral by sending a short, personalized email within 4 minutes thanking them for the referral and reference, and requesting a meeting to discuss the opportunity.