MARSHALL I HAVE A GREAT SHOCK FOR MANY. AS MUCH AS WE DON/T WANT TO BELIEVE IT. PIANO TUNING ALTHOUGH BEING AN ART IS IN MANY RESPECTS NO DIFFERENT THAN ANY OTHER SALES BUSINESS. The first thing we have to realize is that people buy productsFROM PEOPLE THEY LIKE and the first thing the average pianist wants is a Tuner he likes regardless of what he says. I don't care if you like it--BUT YOU BETTER BELIEVE IT. You can be the greatest tuner in the country and if you fail as a "people person" you better get a job at McDonalds.Most people have no idea if there piano is in tune.it's is your honesty and personality that will bring you back. If you don't like dogs, you better learn to love them. LOVE ME,LOVE MY DOG. My attitude is never charge less than my competitor and YES, I LOVE YOU GUYS BUT YOU ARE MY COMPETITION. If I find anyone charging the same as me my price always goes up $5.00 higher. Don't ever cut your price Marshall just charge more and give more. You confidence will fall in direct proportion to your falling price. When you come upon that church that has had the same tuner for years, Thank them and tell them "if they ever have need for another tuner please keep you in mind." Don't be surprised if they call you next week. LOOK OUT WORLD - HERE COMES MARSHALL Ron May > > From: "pianotune05" <pianotune05@comcast.net> > Date: 2006/01/27 Fri AM 07:54:36 EST > To: <ilvey@sbcglobal.net>, "Pianotech List" <pianotech@ptg.org> > Subject: Re: prospecting for customers from an old pro > > 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 > > _______________________________________________ > Pianotech list info: https://www.moypiano.com/resources/#archives >
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