How to build a referral sales channel
1. Identify your highest potential prospective selling partners
a) who else sells anything to your desired prospects?
b) what is holding them back from faster and more profitable growth?
c) how could you give them a significant advantage over their competitors?
2. Make it easier for them to increase their own sales.
a) add a new capability that their customers would value highly
b) reduce costs incurred by their customers to deal with them
c) solve a related problem for their customers
This is just a start. Creativity and experience - together with understanding your prospect's competitive situation as well as possible - can pay big dividends.
If you demonstrate that bringing you new business helps someone grow their business, they will keep bringing you new business!