This is a multi-part message in MIME format. ---------------------- multipart/alternative attachment I find it very helpful to "pre-sell" the pitch raise. When a new customer calls we quote our normal rate ($85) and ask how long it has been since the last tuning. We then explain that if the piano is real bad it could be up to $150 because it will require more work to get it into shape. (My rule of thumb for charges is take the worst note out of tune and add $1/cent to my basic rate, up to the maximum of $150.) There may also be additional charges for minor repair and/or adjustments. Most people do not balk at all at the cost. They are expecting to pay more on a piano that hasn't been tuned for many years. Then when I get to the job I don't ever have to sell a pitch raise. It is pre-sold. They may ask if it is going to take the pitch raise, but they've already committed to paying it or I wouldn't have the appointment. Being up front like this eliminates the perception that you are just trying to "upsell" a job. They know before you come out what the possibilities are. Before I started doing this several years ago I faced the same struggle you are. Since we started doing the pre-sell, I am actually doing more pitch raises at a much higher price. Dean Dean May cell 812.239.3359 PianoRebuilders.com 812.235.5272 Terre Haute IN 47802 -----Original Message----- From: pianotech-bounces@ptg.org [mailto:pianotech-bounces@ptg.org] On Behalf Of Geoff Sykes Sent: Tuesday, December 20, 2005 3:45 PM To: Pianotech@Ptg. Org Subject: How to explain a pitch adjustment Greetings all -- Many pianos need a pitch adjustment prior to tuning. Usually because it hasn't been touched in five years. Therefore, like many of you I'm sure, I frequently find myself having to explain to customers what a pitch adjustment is, and why their piano needs one prior to tuning. I have found that car analogies often help when explaining things but I have not been able to come up with one that would help with a pitch adjustment. Even after explaining, as simply as I know how, the relationship of the incredible string tension across the plate and why it needs to be equalized before a fine tuning will hold, I often feel like I'm coming off trying to sell them something bogus. How do you people explain pitch adjustments to your customers whose piano needs it so that they not only understand what it is but why it's important that their piano gets one prior to tuning? -- Geoff Sykes -- Assoc. Los Angeles ---------------------- multipart/alternative attachment An HTML attachment was scrubbed... URL: https://www.moypiano.com/ptg/pianotech.php/attachments/27/e2/96/40/attachment.htm ---------------------- multipart/alternative attachment--
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