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<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Hi Lee:<o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'><o:p> </o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Be friendly and relaxed, but businesslike. Usually when I
get this call, I ask them what town they are in before I give a price, since
the distance often will affect the fee (travel time). When I give them a
quote, I state it simply and matter of factly, without any defensiveness or
aggression. The fee is what it is, and they are free to accept it or go
elsewhere, I’m fine with that either way. (That’s what is the
unspoken in the silence after I state my fee). <o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'><o:p> </o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Give them a moment to respond if they wish to do so. Then “ask
for the sale”. “I’m going to be over in Belmont next
Tuesday morning and could be at your house to tune your piano for you at around
10:30 AM. Would you like to schedule an appointment for that time?”
You would be surprised how many people will then schedule. Or if they
say, “I have to check with my (wife, bank, astrologer, or whatever)”,
be pleasant and say “If I can be of assistance to you, please call me.”,
and let it go at that.<o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'><o:p> </o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Above all, be confident in yourself and your abilities.
Most people have pretty good radar about this, and that can be an non-verbal
cue that prevents you from getting them to bite. <o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'><o:p> </o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Good luck.<o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'><o:p> </o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Will Truitt<o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'><o:p> </o:p></span></p>
<div style='border:none;border-top:solid #B5C4DF 1.0pt;padding:3.0pt 0in 0in 0in'>
<p class=MsoNormal><b><span style='font-size:10.0pt;font-family:"Tahoma","sans-serif"'>From:</span></b><span
style='font-size:10.0pt;font-family:"Tahoma","sans-serif"'>
pianotech-bounces@ptg.org [mailto:pianotech-bounces@ptg.org] <b>On Behalf Of </b>lee
innocent<br>
<b>Sent:</b> Wednesday, July 16, 2008 10:58 AM<br>
<b>To:</b> pianotech@ptg.org<br>
<b>Subject:</b> Securing a tuning appointment with first telephone enquiry<o:p></o:p></span></p>
</div>
<p class=MsoNormal><o:p> </o:p></p>
<div>
<div>
<p class=MsoNormal><span style='color:#3366FF'>My ad is the first ad in the
yellow pages under piano tuning. </span><o:p></o:p></p>
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<p class=MsoNormal><span style='color:#3366FF'>I get lots of people enquiring
about tuning fees but do not book an appointment because this is the first call
theyve made. </span><o:p></o:p></p>
</div>
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<p class=MsoNormal> <o:p></o:p></p>
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<p class=MsoNormal><span style='color:#3366FF'>I tend to give them a price and
thats the end of the phone call, </span><o:p></o:p></p>
</div>
<div>
<p class=MsoNormal><span style='color:#3366FF'>they then phone the next person
in the book. </span><o:p></o:p></p>
</div>
<div>
<p class=MsoNormal><span style='color:#3366FF'> Apart from fee, what other
points do you use to engage to build a conversation with the enquirer?</span><o:p></o:p></p>
</div>
<div>
<p class=MsoNormal><span style='color:#3366FF'>In a nutshell, what is the best
way to secure a tuning appointment while they are on the phone. </span><o:p></o:p></p>
</div>
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<p class=MsoNormal> <o:p></o:p></p>
</div>
<div>
<p class=MsoNormal>Lee<o:p></o:p></p>
</div>
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