People don't want to go to the phonebook to pick a lawyer! People don't want to pick a real-estate agent, accountant, chiropractor, insurance agent, or even a dentist or auto repair service from the yellow pages! People want REFERRALS!
From all walks of life--not just the business community, but the general public--most of us don't choose (for example) a dentist by the printed ad. People want to have more personal information before making their selection.
You may be taking a big risk whenever you choose a professional exclusively from an advertisement and have no other source of information. Having a trusted friend or business associate give you a recommendation helps you insure that you get the quality of service that you are looking for.
