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<DIV><FONT face=Arial size=2>Barbara,</FONT></DIV>
<DIV><FONT face=Arial size=2></FONT> </DIV>
<DIV><FONT face=Arial size=2>other than writing proposals for needed work our
thoughts on how we want to do business are about the same. I love those
big jobs! I even let a few of my piano teacher customers make monthly
payments to further encourage them to get the work done. Thus far no one
has missed a payment and they seem less reluctant to take the big steps like
having actions rebuilt. I like the days when I have 2 or 3 tunings more so
than the 4 or 5 tunings per day schedule that I have at times. Its easier
and less stressful to deal with traffic and stay on time. My regular
customers have become my friends and its not just about the tuning and worn
parts anymore. I schedule more time for some folks because I know they are
not happy if I don't take the time to sit and talk with them about what's been
going on in their lives. I love those times, it builds a relationship that
one can't have if you are doing 5 tunings per day. Unless you want to
work 12 hours a day, which I don't... Thanks to your advice I will start
writing proposals for work needed instead of mentioning it or noting it on the
PTG invoices. It seems that a well written letter would be better received
and would make someone think about the importance of the work more than a casual
conversation or just a note on an invoice. As always you have given me
good advice. I appreciate it vary much! </FONT></DIV>
<DIV><FONT face=Arial size=2></FONT> </DIV>
<DIV><FONT face=Arial size=2>Regards,</FONT></DIV>
<DIV><FONT face=Arial size=2>Shawn Brock, RPT</FONT></DIV>
<DIV><FONT face=Arial size=2>513-316-0563</FONT></DIV>
<DIV><FONT face=Arial size=2><A
href="http://www.shawnbrock.com">www.shawnbrock.com</A></FONT></DIV>
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<DIV style="FONT: 10pt arial">----- Original Message ----- </DIV>
<DIV
style="BACKGROUND: #e4e4e4; FONT: 10pt arial; font-color: black"><B>From:</B>
<A title=piano57@comcast.net href="mailto:piano57@comcast.net">Barbara
Richmond</A> </DIV>
<DIV style="FONT: 10pt arial"><B>To:</B> <A title=pianotech@ptg.org
href="mailto:pianotech@ptg.org">Pianotech List</A> </DIV>
<DIV style="FONT: 10pt arial"><B>Sent:</B> Monday, October 20, 2008 10:14
PM</DIV>
<DIV style="FONT: 10pt arial"><B>Subject:</B> Re: Best approach for acquiring
new business.</DIV>
<DIV><BR></DIV>
<DIV style="FONT-SIZE: 12pt; COLOR: #000000; FONT-FAMILY: Arial">
<DIV style="FONT-SIZE: 12pt; COLOR: #000000; FONT-FAMILY: Arial">
<DIV style="FONT-SIZE: 12pt; COLOR: #000000; FONT-FAMILY: Arial">
<DIV style="FONT-SIZE: 12pt; COLOR: #000000; FONT-FAMILY: Arial">
<P>Hi Shawn,</P>
<P> </P>
<P>After moving, I had to start over. One of the things I did was follow
through and keep up on writing proposals. If I saw work, I
didn't ignore it or casually mention it, I told the people or
institutions that I would send a proposal. Right away I got some
bites and then later, things trickled in. A year later, I was surprised
that as a result of a proposal I made at one church, they invited me to
come look at ALL the pianos they had and make recommendations. It took
them nine more months to come up with the funds, but a $5000 job came
through.</P>
<P> </P>
<P>It is SOP for me to mention the condition of the piano, unless there's some
special circumstance like, the house smells bad, or the people creep me out,
etc. For example, this morning I had a first visit with a S&S
grand. I imagine it was quite a sight when the first chord I played
made my hair stand on end. I turned to the owner and asked her if she
liked the tone quality of her piano. She looked at me for a moment and
said, "No!" She didn't realize that anything could be done about it and
thought it was remarkable that I mentioned it right away. We got down to
business. To protect my hearing and show her I could produce results, I
did a quick, minor hammer shaping and voicing that made a huge
difference. Now we're checking schedules to see when that big regulation
job is going to take place.</P>
<P> </P>
<P>The good thing about doing bigger jobs, is it gives me the chance to really
show my stuff. People are pleased with the work and talk about it ,or
church pianos change magically one week and someone asks about it. Then
I get a call. This is the kind of work I prefer to do. There's
nothing wrong with doing "however many" tunings a day, but I like the
challenge, creativity and job satisfaction of the bigger jobs--plus I can
schedule them to fill up less busy times.</P>
<P> </P>
<P>Best,</P>
<P> </P><FONT size=3></FONT></DIV>
<DIV style="FONT-SIZE: 12pt; COLOR: #000000; FONT-FAMILY: Arial"><FONT
size=3>Barbara Richmond, RPT</FONT></DIV>
<DIV style="FONT-SIZE: 12pt; COLOR: #000000; FONT-FAMILY: Arial"><FONT
size=3>near Peoria, IL</DIV>
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