[pianotech] New Business from telephone enquiries

[Paul T Williams]

Yes!  Sometimes, they just don't know what they want.  You are now the 
teacher; they; the student.  They don't know what they want/need. 
Sometimes, it's golden and you get a great customer.  Unfortunately, the 
"shoppers" are just that...looking for the bargain, no matter how much you 
know.

P



From:
"Tom Rhea, Jr." <rheapiano at cox.net>
To:
<pianotech at ptg.org>
Date:
07/27/2011 03:23 PM
Subject:
Re: [pianotech] New Business from telephone enquiries



Good point, William.  Showing an interest in a potential client’s piano 
will pay dividends in the long run.  If the person is “price shopping 
only” then spending a lot of time engaging the customer is probably wasted 
effort.  However, showing a genuine interest may be the “tipping point” 
that will make the customer decide to stop shopping and start buying.
 
Tom Rhea
 

From: pianotech-bounces at ptg.org [mailto:pianotech-bounces at ptg.org] On 
Behalf Of William Monroe
Sent: Wednesday, July 27, 2011 3:39 PM
To: pianotech at ptg.org
Subject: Re: [pianotech] New Business from telephone enquiries
 
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] 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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