Piano evaluation proposal - getting them sold on it

[Barbara Richmond]

Hi Phil,

Maybe you just have the wrong customers.  :-)

Do you have other "jobs" you've completed that you can use as references? 
That--and places you provide service (I know you do some concert work) can 
build trust--especially if it's a public institution (church, school, etc) 
with which people are familiar.

I suppose having new parts on hand and perhaps even doing a "test" 
installation of a few would be a good demonstration--though I've never done 
it.  But I have pointed out worn parts, what the regulation should be, etc.

When I go about informing folks what their pianos need, I just lay the facts 
out there--whether it's repair, voicing, regulating, humidity control, 
rebuilding, etc., state the advantages & disadvantages (of not having 
whatever done--it's not going to get any better).  I suppose enthusiasm, 
honesty and confidence play a part of my side.  The customer's ability to 
pay and their commitment to music/the instrument are things I can't change.

I'm not going to be the person to try to force the sale of anything because 
I hate to be pushed by other sales people. I will try to help the customer 
make an informed decision.  I hand out PTG technical bulletins.

I have a few things I say, depending on the situation, to help people 
understand.  My favorite for normal folks (not high-end musician types), 
is--"You've probably seen some old upright pianos that sound like tin, the 
keys are all uneven and some don't even work.  Well, those are pianos that 
have only been tuned."--or--"That can happen to any piano."

We all find our own way.  Can you think back to what the circumstances were 
on the jobs you did sell?

Well, I need to go now, it's time for my commitment to my son's piano 
lessons.  ;-)

Best,

Barbara Richmond, RPT
near Peoria, IL





----- Original Message ----- 
From: "Phil Bondi" <phil at philbondi.com>
To: "Pianotech List" <pianotech at ptg.org>
Sent: Wednesday, June 14, 2006 5:31 AM
Subject: Re: Piano evaluation proposal - getting them sold on it


>I want to change this up for the next part of the discussion..and I am
>hoping that this year's Convention will shed some light for me personally.
>
> I am perhaps the worst salesman in the world - the guy who couldn't sell
> heat to an Eskimo..yet when it comes to knowing my abilities and what I
> can do with a particular instrument, I am left with my word and my word
> only.
>
> So I am asking: how do you get them to spend the necessary funds to do the
> work that's needed?  This K&B, which, in my opinion James, WOULD be a good
> piano. With the proper treatment, that 5'4" would sound at least a foot
> bigger. We all know that..but how do you get them to do it?
>
> Are there samples one brings into an evaluation..physical
> samples..good-looking paperwork (ahem)?? - for every 10 jobs I appraise I
> might get one of them. I would really like to improve that ratio. Hey - if
> I double it, I'm way ahead of the game!!
>
> Not all the jobs I see are complete re-manufactures - some are your basic
> hammer/shank/flange/ regulate variety, and then there's the old upright -
> ornate case - family heirloom - Billings Flanges - and they shriek when
> they hear anything above 5k to do the work right.....the one thing I
> insist on mentioning at the time of appraisal is that my word is my bond,
> and what's on paper is what you'll pay. I don't like the "come in low, get
> the job, and take it from there" approach. I would not want that done to
> me, and hence I won't do that to potential clients.
>
> Granted, there are people out there, perhaps reading this, that do this
> type of work full time, but might shy away from this piece because: they
> have enough work, or it's not worth it to them to spend the time to
> re-manufacture the instrument...but then there's people like myself with a
> bevy full of knowledge, and good deal of practical experience, good
> business practices, a willingness to make it right, and I can't get them
> to tune it....
>
> My breath doesn't stink, and I take a shower every day.
>
> How do you get them to pull the trigger?
>
> -Phil Bondi(Fl)
>