prospecting for customers from an old pro

[Farrell]

Some excellent points Ron. A couple I've never thought of (although that's 
not saying much).

Another couple things that can work: Get hold of a list of members for the 
local music teachers association - cold call them. Also, if there is a 
"Welcome Newcomers" service in your area, retain their services - I have 
found them to be very low priced, and I get a print-out of everyone they run 
across that has a piano - and being that they just moved into the area, they 
don't have a regular piano tuner yet.

Terry Farrell

----- Original Message ----- 

> OK Marshall and list
>
> Now you are in my ball park from another life.
>
> Over my past many years I've done a number of things and 2nd only to being 
> one of the last students of Braid White one of my biggest assets in this 
> business has been sales and prospecting skills learned in several sales 
> positions.  The best being the Life Insurance Industry and a lot of 
> training from a fellow every good salesman knows by the name of Dale 
> Carnagie. This training has helped  me in building two very good and 
> successful piano service businesses. One in Columbus, OH and now again in 
> Vero Beach,FL and continues to help me everyday in this business.
>
> First of all the best sourse of business be it piano tuning or selling 
> cookies is that of a third party influence. Otherwise known as a referral. 
> Marshall you should never leave anyone's home without the name of several 
> of your customers friends that own pianos. "Mrs. Jones, I am just 
> beginning my piano tuning business and I need your help, Can you give me 
> the names of a couple of people you know that own pianos and may need them 
> tuned"  Once you get them it is simple to call or send a card to the 
> referral and say "I tuned your friend Joe's piano and he suggested I 
> contact you"
> When you get good enough to take care of Piano Teachers, ASK FOR a 
> referral to their students and give them a bunch of cards. IF YOU DON'T 
> ASK-YOU PROBABLY WON'T RECEIVE
>
> Second  nothing takes the place of a cold call.  As you are driving down 
> the street and pass a church or private school, Walk in the door with your 
> card in hand. Ask for who ever is in charge of the music department or 
> pianos tell them what you do and ASK FOR THEIR BUSINESS.  I guarantee you 
> that no other technician has done that.
>
> Third make up a simple post card with your advertisement on it and mail it 
> to all the churches, nightclubs schools, etc.
>
> Fourth  Take care of your customer like they are GOLD because they are.
>
> If you do these things, you will be further business wise in 1 year than 
> most will be in 5.
> That is one reason that 20% of the salesforce sells 80% of the 
> merchandise.
>
> Fifth:  Get Dale Carnagie's book  "How to win friends and influence people 
> and practice what it says.
>
> Sixth:  Do what my kindergarten Sunday School Teacher taught me to do with 
> my first Bible lesson:
>             "Do unto others as you would have them do unto you" If you are 
> running late for an
>              appointment, call them etc. etc. etc.
>
> Good Luck Marshall
>
> Ron May, RPT
> Vero Beach
>>
>> From: "pianotune05" <pianotune05@comcast.net>
>> Date: 2006/01/26 Thu PM 10:24:57 EST
>> To: "Cy Shuster" <cy@shusterpiano.com>,  "Pianotech List" 
>> <pianotech@ptg.org>
>> Subject: Re: prospecting for customers
>>
>> Cy,
>> Thanks.  Do I need to be a member to access it?  My membership app. is in
>> progress everyone. I"m excited.
>> Marshall
>> ----- Original Message ----- 
>> From: "Cy Shuster" <cy@shusterpiano.com>
>> To: "Pianotech List" <pianotech@ptg.org>
>> Sent: Thursday, January 26, 2006 9:51 PM
>> Subject: Re: prospecting for customers
>>
>>
>> > Marshall,
>> >
>> > The PTG has a "Business Resource Manual" that answers many of your
>> > questions:
>> > https://www.ptg.org/store/product_info.php?cPath=26&products_id=74
>> >
>> > --Cy--
>> >
>> >
>> >
>> > _______________________________________________
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>
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