Why Your Referral Partners Won’t Refer You

Why Your Referral Partners Won't Refer YouHaving another attorney, business owner or colleague recommend you is a great compliment as well as one of the best ways to build your law firm.   However, not all law firm referral partner relationships are successful.  If you’re wondering why some of your connections are simply not referring new business your way, there may be some very specific reasons why.

If you are looking for ways to build a network of referral sources for your law firm, check out this post and video 4 Steps to Building a Network of Referral Sources For Your Law Firm – it includes great tips you can implement right now.

5 Reasons Why Your Referral Partners Won’t Refer You

1.  They’ve Forgotten About You

It’s true … people will forget about you unless you keep in touch with them regularly.  You may have met and connected with a referral partner just a few weeks ago, but if you haven’t kept in touch, they may have forgotten about you, what you do and the kind of people you can assist.

For more on how to follow up with your referral partners, check out this post 7 Simple Ways to Follow Up With Your Referral Partners

 2.  They Don’t Trust You

Building a referral partner relationship is just like any other relationship – it takes time and communication.  Your referral partners may not feel that they can confidently endorse you if the relationship is new or if they haven’t connected with you in some time (as per #1).  One way to build the relationship and trust factor is to deliver on any of your promises timely, stay in touch, answer questions, help them see that they are not the first to recommend you and that there is no risk in them referring people to you.

3.  You’re Not Sending Referrals Their Way

Make sure you are sending referrals to your referral partners.  Each time you recommend someone, send your referral partner a quick email letting them know and include any helpful details and information.

It’s not just about referring potential clients. Referring them to another potential referral partner or other person they can do business with will also help.

4.  They’re Confused

This is more common than you think.  Even if specialize in a practice area that you think everyone understands, you may be surprised to hear that your referral partners really don’t know who they should refer to you and exactly how you help people.

Be sure to outline the kind of people you assist and the kinds of challenges/problems you help them with.

5.  They’re Not Networking or Building Connections

There is a chance that you are not getting referrals because your referral partner is simply not networking, building new relationships and nurturing old relationships at all.  While it sounds silly that an attorney isn’t continuously making new connections and building other ones, it can be possible at different intervals.   If this is the case, you would come to know this through your follow-up and communication, however if it’s an ongoing issue, it may be time to find another referral partner to replace the one that is not engaged.

What challenges do you experience with your referral partners?  Share your thoughts below.

 

Image courtesy of Stuart Miles at FreeDigitalPhotos.net

 

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Cindy Greenway

About Cindy Greenway

Cindy is the Editor in Chief of LawMarketing.com, the premier online resource attorneys and legal marketers turn to for information on the business side of law. She is passionate about online marketing and helping attorneys stay up-to-date with the most current marketing strategies available to support the growth of their law practice. Cindy has supported businesses across the globe since 2003 by implementing marketing strategies to support increased online visibility and revenue generation.


Website: http://www.lawmarketing.com
Email: cindy@therainmakerinstitute.com
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  1. Never-Ending Business Development - Attorney at Work - Attorney at Work - 10/02/2014

    […] that you’re open for business. However, it could be you are losing out on referrals because other lawyers don’t trust you, or don’t understand your specialty. Too often, says Lee Rosen, you lose opportunities because you’re too afraid to ask for a […]

  2. NEVER ENDING BUSINESS DEVELOPMENT | Lawyers Marketing Resource - 04/27/2015

    […] that you’re open for business. However, it could be you are losing out on referrals because other lawyers don’t trust you, or don’t understand your specialty. Too often, says Lee Rosen, you lose opportunities because you’re too afraid to ask for a […]

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