First, understand that this has nothing to do with their willingness to refer you. It's not a negative reflection on your relationship. They're not making an affirmative decision not to refer you. You simply haven't made it easy enough for them.
The two biggest barriers to referral:
- Failure to ask
- Too hard to understand who needs you and why
The RainmakerVT course, The Door-Opener: Associate Yourself With Business Issues That Drive Demand for Your Service, shows you exactly how to make it easy to refer you. You'll be surprised at how easy it is to learn, and to implement. In only about 20 minutes, you can learn why this is happening, and how to fix it.
Before doing anything, though, first learn what not to do. If you haven't already seen it, you should watch the free 6-minute video "Why You Need to Market & Sell Differently: Buyers' Comments." In it, you'll hear from legal service purchasers why they hate being pitched, and why they favor what you'll learn in RainmakerVT.
All RainmakerVT courses are available from your firm's Marketing- or Business Development department.