podcast ·Jun 23, 2026

The #1 Way To Ask For Business Referrals | Michael Ritsema

Struggling to get consistent leads and close more deals? Most sales professionals overlook one of the most powerful growth strategies—referrals. If you're tired of chasing cold leads and hearing "no," this episode will change how you approach sales forever.

In this episode of Call The Damn Leads, Drewbie Wilson sits down with Mike Ritzema to break down real-world sales strategies that actually work—from asking for referrals the right way to overcoming fear of cold calling and building a repeatable sales process.

You'll learn how top sales performers create predictable pipelines, build trust faster, and close more deals without being pushy.

Key Takeaways:

Why referrals are the #1 untapped sales growth strategy
How to confidently ask for referrals (even after rejection)
The truth about cold calling and why persistence wins
How to overcome fear of picking up the phone
The difference between sales and marketing (and why you need both)
How to use process-driven selling to close more deals
Why "just showing up" is a competitive advantage in sales

This video is for:

Sales professionals who want more consistent leads
Entrepreneurs building a predictable sales pipeline
Anyone struggling with cold calling or prospecting
Closers who want to increase conversions and referrals

If you're serious about growing your sales and building a stronger pipeline, this is a must-watch.

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Connect with Michael Ritsema

Website: https://www.i3businesssolutions.com/

LinkedIn: https://www.linkedin.com/in/michaeljritsema/

Facebook: https://www.facebook.com/theritzman/

Call The Damn Leads

"By sales professionals, for sales professionals — Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."

Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.

Your weekly dose of:

👉Wild Sales Stories: Engaging tales of real-life sales adventures.
👉Proven Tactics: Actionable strategies to boost your sales game.
👉Humor: A fun and energetic perspective on the world of sales.
👉Expert Insights: Learn from seasoned professionals in various industries.

Don't miss out on the insights, humor, and strategies that can take your sales career to new heights.

If you'd like to be a guest on the show, leave your contact information and a brief message telling us why your story needs to be heard: https://callthedamnleads.com/pages/podcast

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Also from the show: James Donovan on how Door-to-Door Sales Builds Confidence Fast. New here? Start with what Call The Damn Leads is.

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Frequently Asked Questions

What is the best way to ask for a referral?

Michael Ritsema treats referrals as the most underused growth strategy in sales, and the key is asking with confidence rather than apology. Most professionals never ask at all, or hedge so heavily the request does not register. The ask works when it is direct and comes from a relationship that already earned it.

Can you ask for referrals after being rejected?

Yes, and Michael specifically addresses doing it even after a no. A prospect who declined your offer may still know exactly who needs it, and the conversation you just had is the warmest context you will ever have with them. Walking away without asking wastes the only asset the rejection left behind.

How do you overcome the fear of cold calling?

Michael's answer is persistence rather than a technique. The fear of picking up the phone does not resolve through preparation, it resolves through dialling, and his framing is that just showing up consistently is itself a competitive advantage because so few people do it.

What is the difference between sales and marketing?

Michael separates them clearly and argues you need both. Marketing creates the conditions for a conversation and sales has the conversation. Professionals who collapse the two usually end up doing neither well, waiting for marketing to close deals or expecting sales to generate demand from nothing.