--- title: Make your Manager or your Customer happy? description: How to increase sales in less time. image: https://www.rickroberge.com/hubfs/AI-Generated%20Media/Images/Referrals%20lead%20to%20exponential%20sales%20growth.png --- # [SELLING IN THE 21ST CENTURY](https://www.rickroberge.com/) [![header-sm-linkedin-blue](https://www.rickroberge.com/hs-fs/file-465400397-png/images/header-sm-linkedin-blue.png)](http://www.linkedin.com/in/rickroberge) [![header-sm-twitter-blue](https://www.rickroberge.com/hs-fs/file-465371692-png/images/header-sm-twitter-blue.png)](https://twitter.com/RainMakerMaker) [![header-sm-google-plus-red](https://www.rickroberge.com/hs-fs/file-462412948-png/images/header-sm-google-plus-red.png)](https://plus.google.com/+RickRoberge/posts) [![header-sm-rss](https://www.rickroberge.com/hs-fs/file-480298330-png/images/header-sm-rss.png)](https://www.rickroberge.com/rss.xml) # [Science for Sales Rock Stars](https://www.rickroberge.com/) ## [Make your Manager or your Customer happy?](https://www.rickroberge.com/make-your-manager-or-your-customer-happy) ![](https://www.rickroberge.com/hs-fs/hubfs/elliott.jpeg?width=35&height=35&name=elliott.jpeg) By [Elliott](https://www.rickroberge.com/author/elliott)   Oct 22, 2025, 12:00:00 PM A client asked me this week, “How do I get a reference or a referral from a customer?” It reminded me of a stat that still shocks me every time: 91% of customers say they would give a referral, yet only 11% of salespeople ever ask for a referral. So he was already ahead of everyone. Go go go. But think about it, how many potential customers never get served simply because no one referred them? If you don’t get a steady stream of referrals today, you’re not alone. Here’s what I’ve been hearing from reps over the past few months: > “I don’t want to sound pushy. I already ask for so much. No one’s shown me how to ask, and no one here does it and they want me to hit more activity KPIs for outbound.” > > “We don't have time to build relationships. We've got a huge new business quota. It's only the enterprise Reps who've been in the game for a decade that get referrals, no one in mid-market does." > > “CS owns the customer after the handoff. Our product is good, but I'm not sure that the customer is happy. I haven't spoken to them in weeks. I don't want to make things weird.” My heart aches for these people because I was one. Prided myself on most self-generated pipeline, outbound activity and thought that it was "weak" to get referrals and it meant that you were scared of hunting. ### The Napkin Math... Before I scribble out the math, just think about these statistics: -- Referral leads convert at ~30% higher rates than leads from other channels. -- 73% of B2B buyers trust recommendations from their peers more than any other information. -- 84% of B2B buying decisions start with a referral. Imagine if every customer gave you two referrals a year. And referral deals closed at **50%** in **half the time**. You’d already hit this year’s number, with far less effort. Still think referrals are optional? Or that cold calling is a better use of time? Or... ### Here’s the simple checklist that separates RainMakers from everyone else: - Build genuine rapport and maintain real relationships. - Make introductions that add value for others. - Take full responsibility for your customer’s success after the sale. - Lead both your customer and your internal teams to great outcomes. - Service and ask appropriately for introductions, referrals, and advocacy. ### How to Start 1\. Read [these 100 questions](https://www.rickroberge.com/reality-check) and decide what you think a sales professional is. 2\. Reach out to your customers apologising for having forgotten them. 3\. Read [How to Maximize Client Retention, Evangelism and Sales.](https://www.rickroberge.com/Blog/bid/238328/How-to-Maximize-Client-Retention-Evangelism-and-Sales) 4\. [Learn](https://www.rickroberge.com/how-to-get-referrals). Then apply it Every. Single. Day and *change* *your* *life*. If you get stuck, then ask a question! - [Tweet](https://twitter.com/share) ### Want updates as they're published? #### Enter your email: BTW, do you have an idea or question that would make a good article? Would you like to write or co-author it? Either way, **[send me an email](mailto:therainmakermaker@gmail.com?Subject=Blog%20article/author%20idea)**. **[Rick Roberge](https://plus.google.com/116082120720832878924/posts?rel=author)** ## About this blog *This blog is for, by and about Sales Rock Stars, RainMakers, Entrepreneurs (and/or those that strive to be)* ## [Read My Articles on LinkedIn](https://www.linkedin.com/today/author/rickroberge) ## [About Rick](https://www.rickroberge.com/contact-me) **[The Original](http://therainmakermaker.com/)[RainMaker Maker Blog (pre-2012)](http://therainmakermaker.com/)** [**Remote Bookkeeping**](http://www.slcbookkeeping.com/blog/bid/116710/remote-bookkeeping-made-easy)[**Made Easy**](http://www.slcbookkeeping.com/blog/bid/116710/remote-bookkeeping-made-easy) [**Awesome Website Design**](https://www.inbounddesignstudio.com/contact/) Search RainMakers & Sales Rock Stars Search ### Subscribe to Email Updates ### Posts by Month - [November 2025 (19)](https://www.rickroberge.com/archive/2025/11) - 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