I always tell them to keep their existing tuner when I call. I also mention that I'm simply trying to find who doesn't have a piano tuner and fill that need. Sometimes they'll ask for my information in case they can't get a hold of the regular guy, but I won't pressure nor ask anyone to change. Also, I do not charge way below what the tuners here charge. I'm told that I'm in the ball park. I also don't give the impression that I'm an expert whatever that might be.;) I simply ask if they have a piano tuner who tunes their piano on a regular basis, Yes, then great, I'm glad you are having yoru piano tuned etc. Cold calling doesn't necessarily work in terms of getting a tuning appointment ,but it let's people know you're out there. Marshall ----- Original Message ----- From: "David Ilvedson" <ilvey@sbcglobal.net> To: <pianotech@ptg.org> Sent: Friday, January 27, 2006 12:17 AM Subject: RE: prospecting for customers from an old pro > All great advice! I would hope if I was the tuner for one of those > places Marshall/whomever stopped to leave his tuning info, they would > say..."no, we've been using the same fellow for years." I would also > say that cold calls and giving the impression you are an expert and then > cutting the normal tuning fees way down is not OK...at least in my book. > > David Ilvedson, RPT > Pacifica, California > > > > ----- Original message ---------------------------------------- > From: ronmay_rpt@bellsouth.net > To: "Pianotech List" <pianotech@ptg.org> > Received: 1/26/2006 7:59:37 PM > Subject: prospecting for customers from an old pro > > >>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-- >>> > >>> > >>> > >>> > _______________________________________________ >>> > Pianotech list info: https://www.moypiano.com/resources/#archives >>> >>> _______________________________________________ >>> Pianotech list info: https://www.moypiano.com/resources/#archives >>> > >>_______________________________________________ >>Pianotech list info: https://www.moypiano.com/resources/#archives > _______________________________________________ > Pianotech list info: https://www.moypiano.com/resources/#archives
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