Scott McMahan - Attorney – Business

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What to SAY to GET Referrals: Element: Behavior | Topic: Green = WHO + HOW -Tone of Voice

Prospects usually come in two varieties for me. First, there is a person who has never hired a lawyer before. Second, there is the person who has hired a lawyer before.

The first is usually confused, agitated, and exasperated. They often use the phrase “this isn’t fair” or “they can’t get away with this.” They also often say “I just don’t know what to do any more.”

The second has gone through litigation before and has a firmer understanding of the issues they face. However, if they are reaching out to me, they were not happy with their prior representation. They tend to be reserved and a little suspicious. I would say their tone borders on “wary.”

Emails tend to have a lot of exclamation points and can have quite a bit of detail. They are expressive, but I would not call them friendly. They often times want to get right to the point and tell their side of the story. So people’s emails usually tend to have a subject line describing the matter and their emails dive right into the details.

Pleasantries come later.

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    Poole Huffman, LLC
  • 315 W. Ponce de Leon Ave.
  • Suite 344
  • Decatur, GA
  • 30030
  • Phone: 404-373-4008 Ex206
  • Website: http://www.poolehuffman.com/

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