price-shoppers!

[David Love]

Don't get into price wars.  You don't want to be the low bidder.  I tell
them that the price depends on what they want done and what the piano
needs.  I tell them the base fee for a standard tuning and let them know
that, typically, a piano that has not been tuned or serviced in awhile will
be a bit more.  Then I begin to ask them questions about service history,
what they want, what kind of piano, etc..  From that dialogue an
appointment is booked most of the time.  If they are truly price shopping,
I'm not that interested.  Likely you will not see them again for 10 years,
if at all.  At that rate, I figure they're good for 2 tunings before I'm
sipping margaritas up country on Maui.   I don't think those two tunings
will effect my time table.   

David Love
davidlovepianos@earthlink.net


> [Original Message]
> From: pianolover 88 <pianolover88@hotmail.com>
> To: <pianotech@ptg.org>
> Date: 6/16/2003 7:19:20 PM
> Subject: price-shoppers!
>
> Just wanted to get some feedback on how everyone ELSE handles first-time 
> customer calls that begin: "HOW MUCH DO YOU CHARGE?" I've tried many 
> different approaches because there is that segment of first time callers 
> that are more interested in getting the LOWEST price, rather than the
best 
> service, or at least that seems to be their number ONE priority. Should I 
> just give my price point blank and then shut up and wait for there
response?
> Usually, before i tell the customer my fees, I ask them:  "when was your 
> piano last tuned", and then get a little more pertinent piano info, THEN 
> tell them my prices. But then you get that all too familiar response...:
ok 
> thanks, I call you back", or: " well, let me talk to my Husband/wife",
etc. 
> Fortunately, I book a fair percentage of my first time calls, but does 
> anyone on the list have a favorite, effective way to handle these calls?
I 
> know we can't book EVERY call, but that's what I'm striving for! What I 
> DON'T want to do is get caught up in a "price war" with other tuners. I
know 
> there are some tuners out there that will cut their prices to the bone,
just 
> too appeal to those price hunters, but I hate to have to stoop to "price 
> wars" to compete with the few who charge $55 a tuning! I'm striving to 
> emphasize Quality, precision, and professional, curteous service, and I
know 
> my loyal cusomers appreciate this.
>
> Terry Peterson
>
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