May 22, 2015 nº 1,629 - Vol. 13
 

"It is a capital mistake to theorize before one has data."

 Arthur Conan Doyle, Sr.

In today's Law Firm Marketing, The wrong approach to selling professional services

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• Top News

UN rights expert calls for adoption of revised standard for treatment of prisoners

The top UN human rights expert on torture, Juan Mendez, called Monday for the adoption of the revised Standard Minimum Rules for the Treatment of Prisoners in an open letter to the UN Commission on Crime Prevention and Criminal Justice. The revised Rules include several practical elements that provide increased protection for detainees from torture and maltreatment, including a specific prohibition on the use of extended solitary confinement, which is defined as confinement that exceeds 15 days. The revised rules also incorporate safeguards that prohibit cruel treatment and put a burden on independent health care professionals who have a duty not to participate in torture. The approval of a resolution during the twenty-fourth session of the Commission on Crime Prevention and Criminal Justice will allow the revised rules to move forward and be examined by the UN General Assembly in December.

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• Crumbs

1 - Cameron's immigration bill to include crackdown on illegal foreign workers - click here.

2 - Tennessee adopts 48-hour abortion waiting period - click here.

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• MiMIC Journal

Reheated old deals do little to expand Brazil-China ties

While synergies between the two countries are self-evident, realizing them has not been easy. When Chinese premier Li Keqiang swept through Brazil this week, he and Dilma Rousseff, sought to make an impression by unveiling deals worth $53bn. Much of this package, however, consisted of old announcements reheated to look more appetizing, especially to a Brazilian public worried about sinking economic growth. The commercial relationship between Brazil and China should be a match made in heaven with the potential to become one of the defining bilateral trade partnerships of the 21st century. Already an agricultural power, Brazil is one of the few countries with the potential to meet China and the rest of Asia's growing demand for food in the coming decades. Latin America's largest economy, meanwhile, urgently needs to build up its infrastructure, whether it is road, rail, ports and airports or its electricity network. In this China is uniquely positioned to help as another continent-sized nation with expertise in infrastructure and excess industrial capacity looking for a market. China also has a high savings rate but needs to develop its domestic market while Brazil saves little but has a thriving consumer and services economy.

Mexico to pay China rail firm for cancelling project

Mexico will compensate China Railway Construction Corporation (CRCC) $1.31m for cancelling a $3.75bn high-speed rail contract. CRCC was at the head of a consortium that had won the project last year, which was abruptly revoked shortly after being awarded. The deal was called off over controversy in the bidding process. The Mexican government re-launched the bid earlier this year, but that was cancelled for a second time. The second cancellation of the 130-mile rail link was blamed on budget cuts. The Chinese rail firm gave Mexico's communications and transport ministry (SCT) a list of costs that it had incurred during the bidding process and had requested for compensation. The ministry announced the amount to be paid to the firm on Thursday.

Hewlett-Packard sells China unit stake for $2.3bn

US tech giant Hewlett-Packard is selling a 51% stake in its Chinese server business for $2.3bn to Tsinghua Holdings. The deal brings together HP with the investment arm of China's Tsinghua University in a joint venture called H3C, worth $4.5bn. The new firm is being touted as the leader in China for computer servers, storage and technology services.

• Law Firm Marketing

The wrong approach to selling professional services
By Tom Trush

A dangerous epidemic continues to wash through the business community, especially among professionals selling services.

In fact, the problem is so prevalent that I gave it a name -- The Juswanem Syndrome.

Sounds a bit odd, doesn't it?

I'll explain what it means in minute. But first, let's set the scene ...

As I mentioned many times, those who don't consistently market their services often find themselves in frustrating situations.

Time and again, the need for sales leads them to the first marketing opportunity that comes to mind.

These days that activity usually involves social media. Resources such as Twitter, Facebook and LinkedIn remain the shiny objects offering promises of almost endless prospects.

And rightfully so -- social media is an incredible connection tool.

The problem, though, is the approach.

You see, regardless of the tool, resource, strategy or tactic, service providers often express to me a similar desired action from prospects. And it almost always begins with the same words:

I just want them ...

(Or, as the quicker spoken version sounds, I "juswanem" ...)

The full request might sound like:

I juswanem to call me. If I just get prospects on the phone, I know I can convince them to do business with me. Unfortunately, this approach is one of the quickest ways to turn off potential buyers. After all, who does it benefit?

YOU!

The Juswanem Syndrome leads to marketing messages that show prospects lack of respect. It causes you to protect the information prospects seek. This barrier then pushes prospects elsewhere to find the initial guidance they crave.

Instead of a phone call, why not first focus on establishing trust? A positive belief in you is critical when attracting prospects and turning them into your clients. Without trust, you have zero chance at generating a sale.

So let's look at the three primary reasons we trust people ...

1. Previous Behavior: Past behavior is usually a strong predictor of future actions.

2. Capability: We trust people based on what we believe they can do.

3. Alignment: If we share a common goal, then there's a strong chance we'll work together to get there.

Of these three reasons, alignment is the most important (yet most ignored) when marketing. Today, more than ever, you must prove you're not just someone pushing services.

Unfortunately, in most marketing situations, the alignment between buyers and sellers matches as well as oil and water. After all, as a service professional, your goal is to make sales.

Whereas a prospect simply wants to solve a problem.

So, to create an alignment, you must match your marketing to your prospects' problems.

And remember, your marketing must develop relationships before it can drive profits.

Tom Trush is available on his website at https://www.writewaysolutions.com.

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© Trey Ryder
FREE LAWYER MARKETING ALERT: If you'd like to receive Trey Ryder's weekly Lawyer Marketing Alert, send an e-mail to [email protected]. Write "Subscribe LMA" in the subject line and write your name and e-mail address in the body of the message.

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• Historia Verdadera

Adjudicación

La Corporación Nacional de Electricidad de Ecuador adjudicó a la empresa china Midea un contrato para la provisión de 312.000 cocinas de inducción al país sudamericano.

Evasión fiscal

Colombia y Estados Unidos firman un acuerdo de intercambio de información con propósitos tributarios, que permitirá a las autoridades combatir la evasión fiscal.

Acciones

La petrolera canadiense Pacific Rubiales Energy logró cerrar un acuerdo con el grupo mexicano Alfa y Harbour Energy, de acuerdo al documento las dos compañías adquirirán todas las acciones ordinarias emitidas y en circulación de de la petrolera mediante un Plan de Arreglo, por una contraprestación en efectivo de US$ 5.31 por acción.

En camino

La firma Weatherford Drilling International informó que negocia contratos de equipamiento de perforaciones petroleras en Argentina, donde se encuentra uno de los mayores yacimientos no convencionales del mundo. Warren Levy, director de operaciones para América Latina de la empresa de servicios de perforación, dijo que Argentina es un mercado que se mantuvo fuerte pese a la caída de los precios internacionales del crudo el último año.

• Brief News

Merkel says Russia can't return to G-7 as Ukraine festers

Angela Merkel said Russia can't rejoin Group of Seven meetings unless it respects international law, underscoring President Vladimir Putin's exclusion from the G-7 summit she's hosting next month. Merkel said Putin's encroachment on Ukraine signals that Russia isn't part of the group of advanced economies' "community of values." Resolving the Ukraine conflict will require "patience and staying power," she said. "As long as Russia doesn't accept the basic values of international law and acts accordingly, a return to the G-8 format is unimaginable for us," Merkel said. "Thinking in spheres of influence is something we can't accept in Europe in the 21st century."

Cameron to open EU reform talks with other leaders

David Cameron is to begin discussions with other European leaders on his plans to renegotiate Britain's relationship with the EU. He is meeting his European counterparts for the first time since securing his re-election and a majority Conservative government. Legislation paving the way for the UK referendum - which was promised in the Tories' election manifesto - is expected to be published next Thursday, the day after the Queen opens Parliament. Cameron will then undertake a whirlwind tour of European capitals to set out the context of the changes he wants, and to sound out his chances of securing a deal. Cameron has not revealed the full details of what he is seeking from any changes, but he is expected to demand an opt-out from one its core principles of forging an "ever-closer union" between member states. He will also try to get more powers to block or opt out of new EU laws, and for restrictions on welfare benefits for migrants until they have lived in the UK for four years.

Nebraska lawmakers approve bill abolishing death penalty

Nebraska lawmakers voted 32-15 Wednesday to approve a bill abolishing the death penalty. Earlier in April Nebraska lawmakers voted 30-13 in favor of the legislation to repeal the death penalty and replace it with life imprisonment in first-degree murder cases. Governor Pete Ricketts, who supports capital punishment and has promised to veto the bill, said that "the vote represented a 'dark day' for public safety." At least 30 votes are needed to override Rickett's veto of the bill.

Catholic trust looks to Brazilian fund for social returns

A Brazilian investment fund is taking to heart the Vatican's endorsement of leveraging capitalism's tools to help address inequality. An investment firm, First, is on track this year to raise the country's largest so-called impact investing fund, which is aimed at promoting social good as well as profitable returns. And it is being supported by some big players like JPMorgan Chase and the World Bank's private investment arm. First is also being backed by an even higher power: a trust established by a 199-year-old international order of the Roman Catholic Church. The capital provided by the Oblate International Pastoral Investment Trust is its initial investment in a Brazilian impact fund. The amount, about $7 million, may seem small, but it reflects the growing interest in the sector by Catholic groups worldwide. And for the Catholic Church, the concept seems to dovetail with Pope Francis' focus on addressing inequality.

Southeast Asian nations agree to take in migrants

Foreign ministers from Malaysia, Thailand and Indonesia issued a joint statement Wednesday addressing the recent influx of migrants arriving to their respective nations and agreeing to take in migrants in the most humanitarian fashion. While the countries have agreed on taking in migrants awaiting on ships, they have have condemned both human trafficking and smuggling that may be taking place and plan to bring to justice all those involved with both crimes.

Swiss turn to postwar accounts after repaying Holocaust victims

Three years after a tribunal returned $720 million from Swiss bank accounts to Holocaust victims and their families, Switzerland's financial institutions are tackling the backlog of thousands more postwar dormant accounts. The Swiss Bankers Association is building a website that will publish details including names and birth dates for holders of deposits left untouched for 60 years or more -- starting with 1955. Until a change of legislation on Jan. 1, that would have violated Swiss laws on banking secrecy.

Egypt president appoints new Justice Minister

Egyptian President Abdul Fattah al-Sisi on Wednesday appointed Judge Ahmed el-Zind as the country's new Justice Minster. El-Zind, who is known for being hostile towards the Muslim Brotherhood, was sworn in with al-Sisi presiding over the event. As Justice Minister, el-Zind plans to continue to seek and prosecute supporters of former president Mohamed Morsi and Muslim Brotherhood members.

Same-sex referendum in Ireland

Voters in the Republic of Ireland are taking part in a referendum on legalizing same-sex marriage on Friday. More than 3.2m people are being asked whether they want to amend the country's constitution to allow gay and lesbian couples to marry. The referendum is being held 22 years after Ireland decriminalized homosexuality.

Deutsche Bank responds to shareholder criticism

Deutsche Bank encountered anger from its shareholders at its annual general meeting on Thursday. Investors are uneasy about Deutsche's profit growth, mounting regulatory fines, and restructuring plans. Hermes Equity Ownership Services, which holds a stake of almost 5% in Deutsche Bank, has called for the bank to make sweeping changes to its management. The company's chief executives responded to criticisms and requested more time to change the bank.

Boy Scouts' chief says ban on gay adults 'unsustainable'

The head of the Boy Scouts of America (BSA) has said that the organization’s long-standing ban on participation by openly gay adults is unsustainable. He raised the possibility that the organization could revise its policy to allow local chapters to decide for themselves whether to allow gay adults to serve as leaders. "We must deal with the world as it is, not as we might wish it to be."

Thailand government to hold referendum on new constitution

Thailand's military government announced on Tuesday it will hold a referendum on a new constitution, likely delaying the general elections scheduled for mid-2016. Thailand is currently operating under a temporary charter as its previous constitution was abolished after a coup last May. A committee will convene in August and, if it approves the draft constitution, it would take at least three to six months to distribute copies of the constitution to the public and hold the referendum. The new constitution's provisions include unelected positions in the upper house and a proportional representation system for elections. The completed draft of the constitution was announced by the Thai Constitution Drafting Committee in April.

JPMorgan defeats investors' claims over London-Whale losses

JPMorgan Chase & Co. directors don't have to face an investor lawsuit claiming their miscues left the bank with $6.2 billion in losses from a trader known as the London Whale. Disgruntled JPMorgan shareholders accusing the bank's board, including Chief Executive Officer Jamie Dimon, of being asleep at the switch can't re-litigate their claims over losses from botched bets on derivatives, Delaware Chancery Court Judge Sam Glasscock ruled Thursday. The judge said two New York courts already have found directors properly supervised traders.

Bankruptcy judge approves sale of RadioShack name and data

A United States bankruptcy judge on Wednesday cleared the way for RadioShack to sell its brand name and customer data to a Standard General affiliate for about $26 million, rejecting a competing bidder's claim that the auction process was unfair. Separately, RadioShack resolved objections to the sale from several state attorneys general who were concerned the deal could threaten consumers' privacy.

• Daily Press Review

Fears mount over fate of Syria's ancient Palmyra ruins
Al Jazeera, Doha, Qatar

Gaza's unemployment rate highest in world, World Bank says
Haaretz, Liberal daily, Tel Aviv, Israel

Cameron starts EU reform negotiations
BBC News, Centrist newscaster, London, England

He allegedly killed 4 people, including boy, 10
CNN International, London, England

Kylie Minogue dons LBD with Dwayne Johnson at San Andreas London premiere
Daily Mail, Conservative daily, London, England

Isle of Man tax haven leaks personal details of hundreds of taxpayers
Daily Mail, Conservative daily, London, England

312,679,022.95 euros. This is how much Greece has to repay
EuroNews, International news, Ecully Cedex, France

Ireland to vote in historic referendum on same-sex marriage
France 24, Issy-les-Moulineaux, France

Portraits by Cecil Beaton at Pera Museum
Hurriyet Daily News, (Liberal, English-language), Istanbul, Turkey

Finland writes to 900,000 military reservists amid heightened tensions with Russia
Independent The, London, England

Bashar Assad poster torn down as Isil infiltrates Palmyra
Telegraph The, Conservative daily, London, England

Red Nose Day USA: the 10 best moments
Telegraph The, Celebrity news, London, England

Fighters captured in Ukraine admit to serving in Russia's army: OSCE
China Post, English-language daily, Taipei, Taiwan

3rd MERS Virus Infection Confirmed
Chosun Ilbo, Conservative daily, Seoul, South Korea

Ireland votes in historic referendum on gay marriage
Hindustan Times, New Delhi, India

Odisha vigilance arrests cop for taking bribe
India Times, Conservative daily, New Delhi, India

Japan aquariums divided on move to ban Taiji dolphins
Japan Times, Independent centrist, Tokyo, Japan

Cameron promises tough times for EU ahead of referendum
New Zealand Herald, Conservative daily, Auckland, New Zealand

Ukraine President cancels trip over protests in eastern Ukraine
Straits Times, Pro-government, Singapore

Beat the post holiday blues
Sydney Morning Herald, Centrist daily, Sydney, Australia

'David Cameron always difficult': EU parliament head
The Economic Times, Business, Mumbai, India

Ireland readies for world's 1st national referendum on same-sex marriage
Canadian Broadcasting Centre, Toronto, Ontario

Bangladeshi migrants find safety in Indonesia, but now face the burden of failure
Globe and Mail The, Centrist daily, Toronto, Canada

Liberty Reserve Brought Down By 'Joe Bogus': How The Feds Arrested Arthur Budovsky
International Business Times, Business news organization, New York, U.S

Latin America Must Address Its Caregiving Crisis
IPS Latin America, International cooperative of journalists, Rome, Italy

Mazda, Subaru, Mitsubishi add 710,000 cars to Takata air bag recall
Reuters, Business News, New York, U.S

Saudi-led air strikes target Houthis in Sanaa - residents
Reuters, World News, New York, U.S

Wynne documentary on ice after director quits amid journalistic concerns
Toronto Star, Toronto, Ontario

Nigeria 'moves' Boko Haram survivors
BBC News, Centrist newscaster, London, England

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