[pianotech] Phil - New customer promotion

[phil at emvkeys.ca]

Allan Sutton wrote:

>  Phil,

>  Would you share with me (us) what is your "new customer promotion" 
that is advertised on your web site ?

>  Allan Sutton

>  www.pianotechniquemontreal.com

Sure Allan

The specifics change periodically, deal is extended to all residential 
piano owners whether they ask about it or not

First, I quote my regular rates which are about median, based on my 
research in the area

Then I explain that most of my first-time clients typically haven't had  
their piano tuned in some time and will likely require a pitch raise. 
They are usually uncomfortable with the extra cost for the pitch raise 
at which time I tell them that first-time clients get the whole 
procedure for $XX which is a flat rate amounting to slightly less than 
my regular tuning fee, significantly discounted from the full cost. I 
add that regular tuning will serve to avoid the extra cost down the road 
(setting them up right away for additional tunings)

The amount changes. I'm gradually decreasing the amount of the discount 
as flow increases. Initially, I tried "two visits" - that is, standard 
or discounted rate for the tuning and a free return visit for a 
"touch-up" inside 90 days - rationale: this afforded me an extra 
"familiarity visit" - familiarity goes a long way toward client loyalty 
and trust.

Many of these brief return visits have turned into new referrals - 
however, scheduling was a little nutz - I may try it again during dry spells

The point is, I want to deliver unmistakably excellent service in 
whatever way I can, constantly increase my capacity to deliver 
excellence (professional development) and leave a lasting good 
impression with the prospect of getting more regular customers and more 
referrals from said customers.

To be clear, I am not "reducing my rate during hard economic hard 
times". I am offering a "loss-leader", which is a common marketing strategy.
It's not just sale pricing - it's part of a strategy, in simple terms: 
1. Draw the customer (sell an initial tuning) 2. Keep the customer 
(regular tunings) 3.  Solicit the customer (albeit graciously) for good 
referrals.

So far, so good.

Phil




> ------------------------------------------------------------------------
>
> *From:* pianotech-bounces at ptg.org [mailto:pianotech-bounces at ptg.org] 
> *On Behalf Of *phil at emvkeys.ca
> *Sent:* 17 avril 2009 08:30
> *To:* pianotech at ptg.org
> *Subject:* Re: [pianotech] Subject: Re: Broken plate - things I forgot 
> tomention
>
>  
>
> Thanks very much Chuck and all who've contributed to this thread
>
> almost every piano I visit requires a significant pitch raise - as a 
> green tech my calls are largely 100 year-old uprights and '50s / 60's 
> spinets/consoles
>
> I hope I never hear "that sound"
>
> Phil
>
>
>
> Chuck Behm wrote:
>
> Phil - A couple of things I forgot to mention (snip)
>
>   /Artist Piano Care/
> E X C E L L E N C E ~ F I N E LY  T U N E D 
>  
> web: www.artistpianocare.ca <http://www.artistpianocare.ca>
>     tel: 416-907-3562
>     cel: 905-626-3727
>    phil at artistpianocare.ca <mailto:phil at artistpianocare.ca>
>
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>   


-- 

  /Artist Piano Care/
E X C E L L E N C E ~ F I N E LY  T U N E D 

web: www.artistpianocare.ca
    tel: 416-907-3562
    cel: 905-626-3727
   phil at artistpianocare.ca

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