In "Lead vs Referrals" I talked about the difference between a lead and a referral and why referrals are superior to leads, but the question arises, "How do you get people to refer you instead of giving you leads?" The answer is purposeful and tactful coaching. The best people at getting referrals do not get them by accident. They ask and coach.
The first step is networking. You must have a business network that is actively looking for leads for you. They must be the types of colleagues that are in the right place. After all, sales is just two things: Being around the people who want or need to buy your product, or being around the people who are around the people who have the want or need to buy your product. Many people try to do this at the networking event. It usually goes something like this: "Hi, how are you?. Will you please refer me because I do x,y, and z and it's fantastic." This is technically selling which is one of the big no-nos of networking. See point two in "Why Networking is important and Tips for Success."