October 20, 2017 nº 1,916 - Vol. 14

"Nine-tenths of wisdom is being wise in time."

Theodore Roosevelt

In today's Law Firm Marketing, how to overcome two costly excuses prospects make.


Read Migalhas LatinoAmérica in Spanish every Tuesday and Thursday. Visit the website at la.migalhas.com


  • Top News

Tech companies are hindering criminal investigations, under outdated law

State investigators say they cannot access emails that could help them identify victimized kids or track down the "bad people". Although Google tipped off police about the child porn files that had crossed its network, the company refused to give them access to his Gmail account -- despite the fact that police had a search warrant. Google's argument: The data is "out of jurisdiction." In other words, some data in that Gmail account is stored on Google servers outside the United States -- and, since a ruling last year that is now before the Supreme Court, technology companies are not required to turn over that information. Since the legal decision, major technology companies such as Microsoft and Yahoo have begun defying judges' orders in criminal investigations, refusing to turn over potentially crucial digital evidence of crimes. Their actions are impeding hundreds of criminal investigations. These cases include ones of human trafficking, drug smuggling, and fraud. Google, Microsoft, and other companies say they're caught amid a duty to their customers, clashing interpretations of an outdated American law, and increasingly stringent privacy laws abroad. "In the absence of consistent legal doctrine, we're deferring to the judgment of the most senior federal court to rule on the issue."

  • Crumbs

1 - US senators target Facebook, Twitter and Google in new bill. (Click here)

2 - Norway appoints its first female foreign minister. (Click here)


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  • MiMIC Journal

China third quarter growth meets expectations at 6.8%

China's economy grew 6.8% between July and September according to official data released Thursday, slowing slightly from the previous quarter. The growth rate, which compares expansion with the same three months in the previous year, met forecasts. The latest GDP figures are still above Beijing's annual growth target of 6.5% for 2017. The world's second-largest economy is trying to rein in debt and contain a housing bubble without hurting growth. Those efforts are expected to have weighed on economic activity in some parts of China, but growth has been supported by higher-than-expected rise in trade and bank lending.

Xi Jinping 'to get own political theory'

Chinese president Xi Jinping is to be given his own political theory, to be known as "Xi Jinping Thought" and has 14 principles. The theory is likely to be incorporated into the constitution of the ruling Communist Party, which would strengthen Xi Jinping's position at the top. He would be the first leader to lend his name to a political theory since Deng Xiaoping, who retired in 1989. The only other leader to do so was Mao Zedong.

Tillerson praises India and warns China

US Secretary of State Rex Tillerson has said the US wants to deepen co-operation with India in the face of growing Chinese influence in Asia. He described India as a "partner" in a "strategic relationship", adding the US would "never have the same relationship with China, a non-democratic society". He said Beijing sometimes acted outside international conventions, citing the South China Sea dispute as an example. Tillerson said "the United States seeks constructive relations with China, but we will not shrink from China's challenges to the rules-based order and where China subverts the sovereignty of neighboring countries and disadvantages the US and our friends".

  • Law Firm Marketing

How to overcome two costly excuses prospects make
by Trey Ryder

Why do clients and prospects make excuses? And what do those excuses mean?

The excuses you regularly hear are really symptoms of other problems:

Excuse #1: "Too expensive." Prospects don't appreciate the value of what you're offering, choosing to focus on price instead. (Also, "too expensive," if true, could mean you're reaching the wrong audience; you should redirect your message so you reach qualified prospects.)

Excuse #2: "Too busy." Prospects don't understand the importance of what you're offering, so they ignore your suggestions and claim they're too busy.

The purpose of a competent marketing message is to make sure prospects understand the depth of their problem -- and the solutions you can provide. When you hear excuses, they demonstrate the failure of your marketing message. Obviously, you're trying to reach people who don't appreciate the depth of their problem -- and the importance of solving it NOW!

Part of the issue is Credibility. When prospects trust you, they are more likely to follow your advice. So another problem is that your marketing program does not establish a high enough level of trust for prospects to do what you suggest.

Part of the issue is Importance. Prospects must understand the terrible problems they will create if they don't act soon.

Part of the issue is Urgency. Motivating people to take action is hard. Motivating them to take action AND write a check is even harder.

Part of the issue is Convenience. Over the past year, I've carefully watched marketers in all types of businesses. Those who achieve the greatest marketing success are those who make their message and their services very convenient for their prospects. Convenience is hugely important, especially in a world where no one has enough time.

For your marketing program to succeed, it must do all these things:

> Firmly establish your prospect's legal problem and its importance

> Offer solutions that only you can provide

> Prove that paying money to you is not a high cost -- but, instead, an essential and good investment -- in fact, the best investment they will ever make

> Clearly point out what people lose by not hiring you now!

Your marketing message must be air tight, without any holes. And you need effective ways to deliver your message to your prospects.

For marketing success, your marketing program must deliver a competent message that puts everything in the right perspective.


© Trey Ryder
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  • Brief News

EU leaders rule out involvement in Catalan crisis

European Council President Donald Tusk has explicitly ruled out any EU action over Catalonia, despite the "concerning" situation. "There is no room, no space for any kind of mediation or international initiative or action," he said. “Catalonia is not in our agenda". Other European leaders, including Germany's Angela Merkel and France's Emmanuel Macron, also threw their support behind Madrid. Meanwhile, Russian President Vladimir Putin said the crisis exposed Western hypocrisy, which backs some separatist movements but not others. Spain said it would begin the process of imposing direct rule on Saturday by activating article 155 of the country's constitution. But Catalonia's leader said the region's parliament would vote to formally declare its independence if Spain continued "repression".

Pollution kills 3 times more than AIDS, TB and malaria combined

Pollution has been linked to nine million deaths each year worldwide, according to a report in The Lancet.

EU withdrawal bill 'won't be debated this month'

The EU Withdrawal Bill may not now be discussed in the House of Commons until after the Autumn recess. The law is designed to transfer EU law into UK law ahead of Brexit. It is facing stiff resistance from some Tory rebels as well as from the opposition parties. One official source said it was not yet back in the house of Commons because there simply "is not enough political agreement yet".

Brazil panel rejects Temer graft charges

A congressional committee in Brazil has voted to reject corruption charges against President Michel Temer. The 39-26 vote by the justice committee comes ahead of the full lower chamber taking up the case. MPs are expected to follow the committee's lead. Temer is accused of obstruction of justice and being part of a criminal organization. The president denies any wrongdoing, and his lawyers have argued that the case is flawed.

Rio Tinto charged with fraud by US authorities

British-Australian mining giant Rio Tinto and two of its former executives have been charged with fraud in the US, accused of hiding losses by inflating the value of African coal assets. It bought the Mozambique assets in 2011 for $3.7bn and sold them a few years later for $50m. The mining company has said it will "vigorously defend" the charges. The firm was also fined £27m by UK authorities for breaching disclosure rules over the African coal purchase. Both the US and UK actions relate to the Mozambique investment made by the mining firm six years ago. (Click here)

Quebec enacts 'religious neutrality law' to curb full-face veils in public

The bill, passed by the province's legislature, would effectively ban face coverings worn by Muslim women at any time they are giving or receiving public service. (Click here)

Federal appeals court upholds FCC ruling on multilingual alerts

The US Court of Appeals for the DC Circuit upheld a Federal Communications Commission ruling on Tuesday stating that "it was not unreasonable for the FCC to gather more information from relevant parties before deciding whether to compel broadcasters to translate emergency alerts and broadcast them in languages in addition to English." The plaintiffs in the case included the League of United Latin American Citizens and Multicultural Media, Telecom and Internet Council who claimed that the FCC violated § 1 of the Federal Communications Act, which states the purpose of the agency in relevant part as follows: "regulating interstate and foreign commerce in communication by wire and radio so as to make available, so far as possible, to all the people of the United States, without discrimination on the basis of race, color, religion, national origin, or sex, a rapid, efficient, Nationwide, and world-wide wire and radio communication service with adequate facilities at reasonable charges... for the purpose of promoting safety of life and property through the use of wire and radio communication."

Germany top court rejects petition seeking to halt European Central Bank's bond-buying program

Germany's Constitutional Court on Wednesday rejected a petition to block the Bundesbank from participating in the European Central Bank plan to purchase bonds. The European Central Bank is currently purchasing 2.3 trillion euros ($2.7 trillion) worth of bonds in order to keep inflation rates at just under 2 percent. So far, the European Central Bank has already purchased 2 trillion euros worth of bonds.

Lyft is said to explore I.P.O. as it raises $ 1 billion led by Alphabet

The ride-hailing company is exploring a 2018 initial public offering, as it added fresh capital to its coffers from investors including a venture arm spun out of Google.

Shortsighted plan to scrap Dodd-Frank's liquidation rules

Some Republicans see the rules on unwinding failing banks as another bailout. But a global perspective reveals some reasons to keep them in place.

Appeals Court to review case of undocumented teenager seeking abortion

A lawsuit at the intersection of two emotional issues — illegal immigration and abortion — is speeding through the courts, as judges consider whether an undocumented teen in US custody may terminate her pregnancy over the wishes of the Trump administration.

California Bar exam to remain one of nation's most difficult, court rules

California's highest court ended months of fierce debate over whether the state makes it too difficult to become a lawyer, opting to keep the status quo on how the bar-entrance exam is scored for the foreseeable future.

German Intelligence fears ISIS terror attacks by children

Minors radicalized by Islamic State could carry out attacks in Germany, the domestic intelligence agency said, posing a challenge because of the legal protection afforded to young people.


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