DIRECT MAILING

[Jeannie Grassi]

Good advice, Norma.  Part of your success is the excellent training you are
getting form your mentor.  I would advise novices to get their training from
the best person in their area...or move to where there is someone at the
top.  Even if it costs a bit more for that training, that sort of investment
in your education will repay itself many times over.

There are people with many different skill levels who are teaching.  Sadly,
many of them should NOT be teaching at all.  Congratulations to you for
landing a good one. 
jeannie

Jeannie Grassi, RPT
Registered Piano Technician
Island Piano Service
Bainbridge Island, WA
206-842-3721
mailto:jcgrassi at earthlink.net


-----Original Message-----
From: pianotech-bounces at ptg.org [mailto:pianotech-bounces at ptg.org] On Behalf
Of Norma Neufeld
Sent: Saturday, March 04, 2006 8:32 PM
To: Pianotech List
Subject: Re: DIRECT MAILING

A lot has been written lately about and for rookies, like myself, starting
out - how to drum up business, cold calls, mailings, ethics etc, etc.  Six
months ago I was sitting in an office full time, unhappy, doing the odd
tuning.  Today, though I struggle at times, about 80 % of my income is from
my piano business.  It's growing very quickly and here's a couple reasons
why I think that's happened.

When I first started studying, my mentor made me promise not to go out and
mess with peoples pianos until he said I was ready.  I kept that promise (a
major lesson in patience!), but when I finally did get out there working I
was confident in my skills and abilities and I think it shows.  I am also
very honest with clients when a job is beyond my abilities and have to call
in the big guns.  They appreciate this and also know their precious piano is
getting the best care available.

Direct Mailings vs. Cold Calls - Nothing beats a handshake and a smile.
IMHO.  I don't think cold calls are unethical if handled properly.  I
visited almost every church in the city last summer and the four main school
boards.  After an introduction my first question was "Do you have a regular
piano technician who cares for your pianos?"  If they said "Yes, we use so
and so"  I'd reply with something like "Good, you have one of the best"  or
"he does nice work, thanks for your time....."  Under no circumstance will I
attempt to undercut or take business from a colleague, or mislead a
potential client in any way.

I am still very much a rookie and don't claim to have any answers, but these
things have really kick started my career.  I also read everything I can get
my hands on regarding pianos, I listen way more than I talk when around
other techs, joined the PTG, read the Journal, attended my first convention
last month (PNW in Calgary, it was great).   Warranty tunings for a
reputable dealer are an excellent way to build clientele,  get to know some
music teachers and local pianists, they're a great resource.  I love my new
career, sure beats sitting in an office!

Just another rookie trying to help,
Norma Neufeld
Saskatoon, SK


----- Original Message ----- 
From: "Dave Bunch" <pdtek at mchsi.com>
To: "Pianotech List" <pianotech at ptg.org>
Sent: Saturday, March 04, 2006 6:01 PM
Subject: Re: DIRECT MAILING


> Hello- When I first started out 20 years ago and was looking for ways to
> drum up business, I made up a promotional letter and sent it to every
church
> in a 30 mile radius. I found the response rate was about 2%. Not much, but
> you have to remember that most places already have a tuner and those that
> don't usually like a direct referral from someone that they trust.
>
> That 2% was a foot in the door, however, and the good work I did allowed
me
> to keep the accounts and the word spread to other churches and private
> owners. Probably the biggest break was when the local piano teacher of
great
> influence on the music community decided to try out this "upstart". When
she
> was happy with my work, that opened the floodgate to the other teachers in
> the area and their students. It all has to start somewhere.
>
> Dave Bunch
>
>

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