Our wonderful Jack Wyatt dropped this pearl of wisdom on us in Grand Rapids when it comes to selling additional work. The first thing you should say are these magic seven words: "Do you plan to keep this piano?" Boy, does that get the customer's attention! It's the kind of thing you hear from car mechanics and so on, where trading in is much more common. Then you can go on to explain how cleaning prevents wear and corrosion, and lubrication makes everything work better. Anything mechanical needs regular cleaning, lubrication, and adjustment. Don't miss any of Jack's business classes! --Cy-- Cy Shuster, RPT Albuquerque, NM www.shusterpiano.com On Nov 11, 2009, at 10:21 PM, wimblees at aol.com wrote: > This list is awesome. I have just been thinking about doing more > "service" work to get more business, when David sent this post. I > finally decided that it is cheaper, and will problaby get more > results, if I offer more service work to my existing cutomers, than > try to get new ones. > > What I intent to do is send a letter to my customers when I remind > them its time to get their piano tuned, explaining that a piano > needs more than just tuning. I then list all the additional services > I can provide, like cleaning and/or polishing the case, vacuuming > under the keys, cleaning under the strings, etc, not to mention > action regulation. > > The reason I want to send the customer a letter first is to give > them a chance to think about what they would like to have done, and > maybe talk it over with their spouse. For instance, when we were > going to have our carpets cleaned, the company sent us a letter > explaining what they were going to do, and what our responsibilities > would be. But they also included a coupon for duct cleaning. My wife > asked me if that was going to be OK, and I said yes. If they had > offered the duct cleaning the carpet were cleaned, she would have > said no. In an other instance, when we had a room painted, the > painter also offered to paint the garage doors. Since my wife had > not been asked ahead of time, she said no. > > So, thanks, David, for the advice. I might be able to make it to > Vegas, after all. > > Wim > -------------- next part -------------- An HTML attachment was scrubbed... URL: <http://ptg.org/pipermail/pianotech.php/attachments/20091112/8d0bee6e/attachment.htm>
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