Having 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.
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