“This handy book could not have come at a better time. In today’s economy, we all need to keep selling in mind. Selling in Your Comfort Zone helps the reader identify the types of selling he or she enjoys, so that selling can take place in a stress-free atmosphere — a lawyer’s comfort zone.
The book will help any reader reflect on the benefits and value that he or she offers to clients. It will help a lawyer identify potential new clients in their comfort zone and how to communicate both the value of his or her services and his or her interest in their business. The authors identify numerous techniques to meet new clients and systems to stay in touch with them. The book also includes 106 practical tips for effectively selling, including public speaking, seminars, public relations, written materials and face-to-face meetings.
Robert N. Kohn and Lawrence M. Kohn present their strategies with a fresh approach. Lawyers interested in marketing and business development will certainly find food for thought in this 192-page book. The clear and concise presentation make it easy to read, and the practical tips make it easy to implement their techniques and strategies into any marketing and business development plan.”
– Gianfranco A. Pietrafesa Herten, Burstein, Sheridan, Cevasco, Bottinelli, Litt & Harz, LLC,
“I’ve got, literally, 2 shelves full of business books focusing on the law firm and how to generate business – and by far – the most on point publication is Selling in your Comfort Zone By Larry and Robert Kohn. I liberally use the information from the book to help my attorneys develop into better rainmakers on a regular basis.”
– Nathan Smith, Director of Marketing Gunster, Yoakley & Stewart, P.A.
“The authors fully address every excuse lawyers make, every obstacle they throw up to avoid engaging in effective business development. Lawyers at all practice levels — and marketing professionals responsible for their training — can benefit from the practical tools and solutions presented in this guidebook.”
– Beverly A. Loder, Editor In the Loop
“The pioneering Kohn Brothers have done it again. Here’s a practical, easy-to-read and dare I say, comfortable book loaded with tips and checklists ready made for solo practitioners and mega-law-firm rain- makers alike. If your existing comfort zone is hindered by obstacles, rejection, and barriers, then this is a must read. At our firm we have seen these comfortable techniques produce results.”
– José Cunningham, Chief Marketing Officer Crowell & Moring
“I think it’s an instant classic, and a ‘must read’ for any lawyer hoping to build his or her practice.”
– Steve Lundberg, atty., Managing Partner Schwegman & Lundberg
“Robert and Larry Kohn have filled this book with pearls of wisdom about selling gathered from many years of teaching lawyers how to generate new business. Whether you are starting out or want to build an already successful practice, Selling in Your Comfort Zone will help you discover your path to success. Read it once and you will find your- self coming back to it over and over again.”
– Peter Zeughauser, Chairman Zeughauser Group
“Many books have been published on the topic of business development within law firms. A few have even touched on the disconnect between the need for active sales initiatives and the inherent reluctance of most lawyers to engage in such activities. With Selling in Your Comfort Zone, the Kohn brothers have produced the first book that centers around this critical issue and puts forth a comprehensive and practical guide for overcoming the discomfort and allowing lawyers to excel at busi- ness development while remaining true to their nature.”
– John Neidecker, Chief Marketing Officer Steptoe & Johnson
“I am very impressed with the book, Selling in Your Comfort Zone. It is packed with practical and immediately useful information. More importantly, the authors address the reasons for the reluctance many professionals have towards sales. The authors make a persuasive case that understanding, and confronting, the psychological barriers to sell- ing is just as important as developing selling skills. I highly recommend this book to anyone who needs to sell their professional services but is uncomfortable with the thought of doing so. This book provides a clear and thoughtful action plan to overcoming the internal and external obstacles in the way of achieving sales success.”
– Martin Cunniff, atty., Co-Chair of Commercial Litigation and Trial Group,Co-Chair Attorney Training and Development Howrey LLP
“Selling in Your Comfort Zone is a ground-breaking book that will help even the most reluctant and/or inexperienced sales professional expand existing relationships and develop new business. Aligning sales techniques with an individual’s comfort zone is superior to the ‘one- size-fits-all’ approach that most books on ‘rainmaking’ propose.”
– Bruce Alltop, Chief Marketing Officer Holland & Knight
“The book, Selling in Your Comfort Zone, is terrific. The key lesson of this book is that anyone can be a rainmaker. All that’s needed is to follow the stepping stones the book lays out in front of you. And the concept of Selling in Your Comfort Zone takes away the fear factor. So the result is that selling can even be – is this possible? – fun.”
– Michael R. Young, atty., Partner Willkie Farr & Gallagher LLP
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