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 <table width=100%> <tr valign=top> <td>From: <td>"Tom Rhea, Jr." <rheapiano@cox.net> <tr valign=top> <td>To: <td><pianotech@ptg.org> <tr valign=top> <td>Date: <td>07/27/2011 03:23 PM <tr valign=top> <td>Subject: <td>Re: [pianotech] New Business from telephone enquiries</table> <hr noshade> 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   <div align=center> <hr></div> From: pianotech-bounces@ptg.org [<a href="mailto:pianotech-bounces@ptg.org">mailto:pianotech-bounces@ptg.org</a>] On Behalf Of William Monroe Sent: Wednesday, July 27, 2011 3:39 PM To: pianotech@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, <<a href=mailto:tnrwim@aol.com>tnrwim@aol.com</a>> 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 <<a href=mailto:deanmay@pianorebuilders.com target=_blank>deanmay@pianorebuilders.com</a>> To: pianotech <<a href=mailto:pianotech@ptg.org target=_blank>pianotech@ptg.org</a>> 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                        <a href="tel:%28812%29%20235-5272" target=_blank>(812) 235-5272</a> voice and text PianoRebuilders.com           (888) DEAN-MAY         Terre Haute IN 47802           Give us a LIKE on Facebook! Go to PianoRebuilders.com <div align=center> <hr></div> From: <a href="mailto:pianotech-bounces@ptg.org" target=_blank>pianotech-bounces@ptg.org</a> [<a href="mailto:pianotech-bounces@ptg.org?" target=_blank>mailto:pianotech-bounces@ptg.org</a>] On Behalf Of lee innocent Sent: Wednesday, July 27, 2011 10:20 AM To: <a href=mailto:pianotech@ptg.org target=_blank>pianotech@ptg.org</a> 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?