How To Get Referral Partner To Want To Send You Clients

4 Minute Read

How To Get Referral Partner To Want To Send You Clients

No amount of Facebook ads, brochures, or giveaways will get you as many private pay clients as an active referral partner.

The keyword here is “active.”

Think about how most people approach referral partners:

1. They explain their services.

2. They ask to be referred clients.

Sometimes they get a polite "yes," but the results are usually the same: no referrals.

I want to help you change that. Let’s talk about why this happens and, more importantly, how you can fix it.

Why Most Referral Strategies Don’t Work

The reason you may not be getting referrals comes down to reciprocity—or the lack of it.

When you approach a referral partner, what’s in it for them?

It’s easy to focus on what you need:

• Explaining why your business is amazing.

• Hoping they’ll recognize the value and send referrals your way.

But even if you’re taking time to “build the relationship” (e.g., commenting on their posts or dropping off a holiday gift card), the approach can still feel passive and one-sided.

What’s missing is immediate, tangible value.

Your goal is to tip the scales in their favor, making them feel like they’re getting the better deal.

The Recommendation Package: A Framework for Success

Here’s a strategy to help you stand out: Hold off on asking for referrals upfront.

Instead, focus on giving so much value that they naturally want to reciprocate.

Let me introduce you to the Recommendation Package framework. It’s a simple yet effective way to build a relationship and set yourself apart.

1. Position Yourself as a Resource:
   Start by introducing yourself and your role:

   • “I run a home care service that works with a lot of seniors aging in their own homes. As a trusted resource for them, they often turn to us when they need referrals for other services—services like yours.

   • I want to make sure we’re always providing them with the best options, which is why I’m putting together a ‘recommendation package’ of businesses we can confidently refer to our clients.”

   • Make them feel like the entire meeting is about them (and it should be) and see if they’ a fit for your recommendation package.

   This makes the approach feel tangible and valuable to them.

2. Learn About Their Business:
   Ask them to tell you more about their services. Even if you feel like you already know, this step is critical. It allows them to feel heard and gives them a chance to “sell” their business to you.

3. Request Collateral:
   Mention that when you recommend a business, you prefer to give your clients something physical they can review—like a brochure or contact card—along with a specific point of contact.

   This will add to the value for them because they’re able to get they’re business material out.

4. Bring Up Referrals (When Appropriate):
   Toward the end of the meeting, let them know you’re always open to taking on new clients for home care. If they happen to know someone who could benefit, you’d love for them to pass along your information.

   • Delay this part for as long as you can and when it comes, keep it brief

   • Make it feel like an after thought

   • Often, they’ll ask about your business before you even need to bring it up.

Why This Works for You

This approach works because:

• You spend most of the conversation focused on them and their business.

• You offer immediate, tangible value that most people don’t.

• You shift the conversation from “How can you help me?” to “How can I serve you?”

And as you start referring clients their way, you’ll naturally build a stronger, more reciprocal relationship.

Your Next Step

I’d love for you to try this out. Pick 3 potential referral partners this week and use this framework in your conversations.

When you’ve had a chance to try it, let me know how it went. If you need help or have any questions, just reply to this email—I’m here to support you.

And if you’d like to learn how to further nurture a referral relationship with a method no one else is talking about, reply with the word “nurture.” I’ll share the strategy with you.

You’ve got this!