Reference is the most powerful tool in sales. Never end a meeting without asking one. You should keep a record of total clients and clients you made through a reference. If you referred clients are less than 50% of your total clients, you are un-necessarily working hard. Try getting more reference. When you meet unknown prospects, you hit ratio could be 1:3, when you ask for a reference, it could be 1:2 and finally, when a client himself refers a client to you, the hit ratio could well be 1:1. That's how powerful references are.