Are you asking for referrals or introductions?
Asking clients and referral sources for referrals is not a bad thing to do (especially clients who are happy with your work–“If you were happy with the service I provided, would you be willing to introduce me to others who might benefit?”).
But asking for introductions can be a more effective business development strategy.
“Who do you know who…[owns several restaurants; brokers commercial real estate transactions; does accounting work for small business; is in the C suite of a life sciences company, etc.)]? I’m trying to expand my network and I’d love an introduction.
There are a number of reasons for this. For lawyers, it will feel less salesly and like other attorneys, I feel more comfortable in asking for help than asking for business.
More importantly, most of the people in your network are much likelier to know people they can introduce you to (i.e. vs. people who might need your services right now).
Be specific when you make the ask so that you trigger people’s recognition memory (e.g. give an example and name an industry).
Most importantly, make sure to ask who is a good referral for the other individual. It is often more effective to ask how you can help someone than to lead with how they can help you.