callbacks

[Clyde Hollinger]

I basically do the same thing Ken does, with some variation based on a
tip I got from the cassette series "The Psychology of Selling" by Brian
Tracy.  Depending on the words we use, we can make it easier for the
client to make a decision.

Typically I say something like, "I am calling about scheduling your
annual (or 6-month) piano tuning, which is now due.  Would it suit you
if I planned to come (date, time, etc.)?"  The most common response is,
"Just a minute, I'll check my calendar."  This approach assumes they've
already made the decision to care for the piano.  I hope this helps
someone.

Clyde Hollinger, RPT
Lititz, PA

Kenneth W. Burton wrote:
> 
>         Wally,
>         Your callback plans also sound good. I never bothered with sending
> cards but simply called my clients when the time came which they had
> requested. There were always some who had changed their minds and wanted
> to postpone but I would ask them when would be a good month and I would
> call them again during that month.
>         I found, though, that it was important to avoid any pressure at
> all. I would usually say, "I tuned your piano last September. Would you
> like to have it tuned this year?" Then I would wait. No arguments. No
> reasons why they should have it tuned NOW. In all cases with only a
> handful of exceptions, they welcomed my calls; some would say they were
> expecting my calls.
> 
>         Hope this helps.