LexFuel: PUHU?!

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Morning!

What’s a PUHU?PUHU (noun): When a lawyer downloads a whitepaper from LinkedIn, Facebook, or Instagram… you call them… they answer… realise you’ve caught them scrolling… and hang up. Fast.CRM status: Mike from Legal Dept PUHU’d me.

A quick story from the trenches:My first job after uni? Cold calling homeowners 300 times a day, 6 days a week.To survive the grind, we invented acronyms for every kind of rejection. PUHU stuck.

Fast forward 14 years (gross)—now selling into legal departments—we’ve been testing LinkedIn and Meta ads to generate leads.

They look great in HubSpot. All the right signals.

But then…I called one:“Hey! I saw you were on Instagram and downloaded our whitepaper…”Click.PUHU’d.

Turns out, calling out GCs for browsing Instagram doesn’t build trust.

🎶 THE TWEAK THAT SAVED MY WEEK 🎶

Instead of naming the platform, I simply say:“Hi, I saw you downloaded something I put together—would love your thoughts.”

Simple change. Big difference.More conversations and less grumpy Lawyers

Next time a lawyer ghosts you mid-intro, just log it as PUHU and move on.

Much love,Rob

What is LexFuel?LexFuel is a LegalTech recruitment firm.We help scale teams across LegalTech—whether you're making your first hire or building out an entire function.

Don’t go googling for a website it doesn’t exist yet - I KNOW I KNOW!!

I am getting to it.

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