Best approach for acquiring new business.

[Shawn Brock]

Barbara,

other than writing proposals for needed work our thoughts on how we want to do business are about the same.  I love those big jobs!  I even let a few of my piano teacher customers make monthly payments to further encourage them to get the work done.  Thus far no one has missed a payment and they seem less reluctant to take the big steps like having actions rebuilt.  I like the days when I have 2 or 3 tunings more so than the 4 or 5 tunings per day schedule that I have at times.  Its easier and less stressful to deal with traffic and stay on time.  My regular customers have become my friends and its not just about the tuning and worn parts anymore.  I schedule more time for some folks because I know they are not happy if I don't take the time to sit and talk with them about what's been going on in their lives.  I love those times, it builds a relationship that one can't have if you are doing 5 tunings per day.  Unless you want to work 12 hours a day, which I don't...  Thanks to your advice I will start writing proposals for work needed instead of mentioning it or noting it on the PTG invoices.  It seems that a well written letter would be better received and would make someone think about the importance of the work more than a casual conversation or just a note on an invoice.  As always you have given me good advice.  I appreciate it vary much!  

Regards,
Shawn Brock, RPT
513-316-0563
www.shawnbrock.com
  ----- Original Message ----- 
  From: Barbara Richmond 
  To: Pianotech List 
  Sent: Monday, October 20, 2008 10:14 PM
  Subject: Re: Best approach for acquiring new business.


  Hi Shawn,



  After moving, I had to start over. One of the things I did was follow through and keep up on writing proposals.  If I saw work, I didn't ignore it or casually mention it, I told the people or institutions that I would send a proposal.  Right away I got some bites and then later, things trickled in.  A year later, I was surprised that as a result of a proposal I made at one church, they invited me to come look at ALL the pianos they had and make recommendations.  It took them nine more months to come up with the funds, but a $5000 job came through.



  It is SOP for me to mention the condition of the piano, unless there's some special circumstance like, the house smells bad, or the people creep me out, etc.  For example, this morning I had a first visit with a S&S grand.  I imagine it was quite a sight when the first chord I played made my hair stand on end.  I turned to the owner and asked her if she liked the tone quality of her piano.  She looked at me for a moment and said, "No!"  She didn't realize that anything could be done about it and thought it was remarkable that I mentioned it right away.  We got down to business.  To protect my hearing and show her I could produce results, I did a quick, minor hammer shaping and voicing that made a huge difference.  Now we're checking schedules to see when that big regulation job is going to take place.



  The good thing about doing bigger jobs, is it gives me the chance to really show my stuff.  People are pleased with the work and talk about it ,or church pianos change magically one week and someone asks about it.  Then I get a call.  This is the kind of work I prefer to do.  There's nothing wrong with doing "however many" tunings a day, but I like the challenge, creativity and job satisfaction of the bigger jobs--plus I can schedule them to fill up less busy times.



  Best,



  Barbara Richmond, RPT
  near Peoria, IL





-------------- next part --------------
An HTML attachment was scrubbed...
URL: https://www.moypiano.com/ptg/pianotech.php/attachments/20081021/7f6078cf/attachment.html