[pianotech] New Business from telephone enquiries

[William Monroe]

Lee,

What I haven't seen mentioned yet, is the idea that when someone calls, if
you want that appointment, engage them.  You need to be able to direct the
conversation.  Most particularly, start asking about the piano, how long
they've had it, where it came from, who plays, what kind of music, do all
the keys work, how long since it was last serviced, upright or grand,
humidity control, etc., etc., ad infinitum.

Sometimes these questions precede a price, sometimes right on the heels of,
"a normal tuning costs, $x.  Of course that presumes the instrument has been
serviced regularly......." launch to questions.  People seem to respond
positively when you show a genuine interest in their pianos, regardless of
your price.

FWIW.

William R. Monroe



On Wed, Jul 27, 2011 at 1:39 PM, <tnrwim at aol.com> wrote:

>
>  I always try to be the highest in my area, and if I get a sense that the
> caller is price shopping I let them know right up front, “Just so you know,
> if you are just calling around for quotes, I’m probably the highest in the
> area. I’ve got 30 years experience and I’m very good at what I do.” I may
> even at that point, if it feels like they aren’t going to schedule, go ahead
> and recommend some of the cheaper tuners.
>
> I still end up getting most of those calls, but I do lose some. You have to
> be willing to lose some if you are priced on the high end.
>
>  *Dean***
>
> Dean.
>
> Your plan works when you've been in business for 30 years, and you have a
> strong following. But when you're new to the business, or new to an area,
> like me, you need every angle to get someone to bite. Telling them you're
> the highest priced tuner, just because you're got 30 years of
> experience, doesn't always put food on the table.
>
> Just my 2 cents worth
>
> Wim
>
>
>
> -----Original Message-----
> From: Dean May <deanmay at pianorebuilders.com>
> To: pianotech <pianotech at ptg.org>
> Sent: Wed, Jul 27, 2011 5:55 am
> Subject: Re: [pianotech] New Business from telephone enquiries
>
>  I always try to be the highest in my area, and if I get a sense that the
> caller is price shopping I let them know right up front, “Just so you know,
> if you are just calling around for quotes, I’m probably the highest in the
> area. I’ve got 30 years experience and I’m very good at what I do.” I may
> even at that point, if it feels like they aren’t going to schedule, go ahead
> and recommend some of the cheaper tuners.
>
> I still end up getting most of those calls, but I do lose some. You have to
> be willing to lose some if you are priced on the high end.
>
>  *Dean***
> Dean W May                        (812) 235-5272 voice and text
> PianoRebuilders.com           (888) DEAN-MAY
> Terre Haute IN 47802           Give us a LIKE on Facebook! Go to
> PianoRebuilders.com
>   ------------------------------
>  *From:* pianotech-bounces at ptg.org [mailto:pianotech-bounces at ptg.org<pianotech-bounces at ptg.org?>]
> *On Behalf Of *lee innocent
> *Sent:* Wednesday, July 27, 2011 10:20 AM
> *To:* pianotech at ptg.org
> *Subject:* [pianotech] New Business from telephone enquiries
>
> Hello All,
>  Wondering how most of you clinch appointments from telephone enquiries.
> This is not my forte! These calls tend to be very short once I tell them the
> price.  How do you handle telephone enquiries?
>
>
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