How to Get NDIS Referrals Without Pitching, with Martin Sheridan (Ep 68)

Getting more NDIS referrals does not necessarily mean sending more emails, talking about your services more often or constantly asking support coordinators whether they have anyone they can refer. In fact, Martin Sheridan believes that approach is one of the biggest reasons providers struggle to build strong referral relationships in the first place. In this episode of the NDIS Provider Growth Journey, Michael speaks with Martin about the sales systems he has used to generate referrals in the NDIS, including generating 60 referrals without spending anything on advertising. They talk about why providers need to understand what makes their business genuinely different, why their website and messaging need to reflect that difference, and why relying on one or two referral partners creates unnecessary risk. Martin also explains why the best way to approach referral partners is often to stop pitching altogether. Instead of telling a support coordinator how great your service is, the focus should be on understanding what they value and finding ways to make their job easier. Martin shares one of the strategies he has used himself: if his service is not the right fit for a referral, he will help find two other providers who may be better suited. That creates a relationship based on being useful rather than simply asking for business. They also get into the systems behind that approach. Martin explains why providers need a CRM to keep track of referral relationships, how follow-ups can be automated, how staff can be trained to handle enquiries more effectively and why outreach should continue even when the business owner takes a holiday. The goal is to build a referral system that does not depend entirely on one person remembering who they need to contact next. Michael and Martin also talk about something the NDIS sector can sometimes be uncomfortable discussing: profit. A provider still needs good systems, trained staff and a financially sustainable business. Martin's point is simple. If a provider is not profitable, it becomes much harder to continue supporting people, invest in the team and grow the number of people they can help. If you run an NDIS business and want more referrals without becoming the provider who constantly emails people asking, “Do you have a referral for me?”, this episode gives you a very different way to think about sales, relationships and growth. That was a great podcast. If you want some one-on-one support, get in touch with me, michael@athletickoala.com.au.