<html xmlns:v="urn:schemas-microsoft-com:vml" xmlns:o="urn:schemas-microsoft-com:office:office" xmlns:w="urn:schemas-microsoft-com:office:word" xmlns:st1="urn:schemas-microsoft-com:office:smarttags" xmlns="http://www.w3.org/TR/REC-html40"> <head> <meta http-equiv=Content-Type content="text/html; charset=us-ascii"> <meta name=Generator content="Microsoft Word 11 (filtered medium)"> <o:SmartTagType namespaceuri="urn:schemas-microsoft-com:office:smarttags" name="PostalCode"/> <o:SmartTagType namespaceuri="urn:schemas-microsoft-com:office:smarttags" name="State"/> <o:SmartTagType namespaceuri="urn:schemas-microsoft-com:office:smarttags" name="City"/> <o:SmartTagType namespaceuri="urn:schemas-microsoft-com:office:smarttags" name="place"/> <o:SmartTagType namespaceuri="urn:schemas-microsoft-com:office:smarttags" name="PersonName"/>  <style>  </style> </head> <body lang=EN-US link=blue vlink=blue> <div class=Section1> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'>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.<o:p></o:p></span></font></p> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'><o:p> </o:p></span></font></p> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'>Tom Rhea<o:p></o:p></span></font></p> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'><o:p> </o:p></span></font></p> <div> <div class=MsoNormal align=center style='text-align:center'><font size=3 face="Times New Roman"><span style='font-size:12.0pt'> <hr size=2 width="100%" align=center tabindex=-1> </span></font></div> <p class=MsoNormal><b><font size=2 face=Tahoma><span style='font-size:10.0pt; font-family:Tahoma;font-weight:bold'>From:</span></font></b><font size=2 face=Tahoma><span style='font-size:10.0pt;font-family:Tahoma'> pianotech-bounces@ptg.org [mailto:pianotech-bounces@ptg.org] <b><span style='font-weight:bold'>On Behalf Of </span></b>William Monroe<br> <b><span style='font-weight:bold'>Sent:</span></b> Wednesday, July 27, 2011 3:39 PM<br> <b><span style='font-weight:bold'>To:</span></b> <st1:PersonName w:st="on">pianotech@ptg.org</st1:PersonName><br> <b><span style='font-weight:bold'>Subject:</span></b> Re: [pianotech] New Business from telephone enquiries</span></font><o:p></o:p></p> </div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'><o:p> </o:p></span></font></p> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'>Lee,<o:p></o:p></span></font></p> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'><o:p> </o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'>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.<o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'><o:p> </o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'>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.<o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'><o:p> </o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'>FWIW.<o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'><o:p> </o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'>William R. Monroe<o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'><o:p> </o:p></span></font></p> </div> <div> <p class=MsoNormal style='margin-bottom:12.0pt'><font size=3 face="Times New Roman"><span style='font-size:12.0pt'><o:p> </o:p></span></font></p> <div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'>On Wed, Jul 27, 2011 at 1:39 PM, <<a href="mailto:tnrwim@aol.com">tnrwim@aol.com</a>> wrote:<o:p></o:p></span></font></p> <div> <p class=MsoNormal><font size=2 color=black face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:black'><o:p> </o:p></span></font></p> <div> <blockquote style='border:none;border-left:solid blue 1.5pt;padding:0in 0in 0in 2.0pt; margin-top:5.0pt;margin-bottom:5.0pt'> <div> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'>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. </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'> </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'>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. </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'> </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> <div> <div> <p class=MsoNormal><b><font size=5 color=navy face="Lucida Calligraphy"><span style='font-size:20.0pt;font-family:"Lucida Calligraphy";color:navy;font-weight: bold'>Dean</span></font></b><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> </div> </blockquote> </div> </div> <div> <p class=MsoNormal><font size=2 color=black face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:black'>Dean.<o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=black face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:black'> <o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=black face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:black'>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. <o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=black face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:black'> <o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=black face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:black'>Just my 2 cents worth<o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=black face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:black'> <o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal style='margin-bottom:12.0pt'><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'>Wim<o:p></o:p></span></font></p> </div> <p class=MsoNormal style='margin-bottom:12.0pt'><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p> </o:p></span></font></p> <div> <div> <p class=MsoNormal><font size=2 color=black face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:black'>-----Original Message-----<br> From: Dean May <<a href="mailto:deanmay@pianorebuilders.com" target="_blank">deanmay@pianorebuilders.com</a>><br> To: pianotech <<a href="mailto:pianotech@ptg.org" target="_blank">pianotech@ptg.org</a>><o:p></o:p></span></font></p> </div> <div> <div> <p class=MsoNormal style='margin-bottom:12.0pt'><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'>Sent: Wed, Jul 27, 2011 5:55 am<br> Subject: Re: [pianotech] New Business from telephone enquiries<o:p></o:p></span></font></p> <div> <div> <div> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'>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. </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'> </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'>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. </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=navy face=Arial><span style='font-size: 10.0pt;font-family:Arial;color:navy'> </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> <div> <div> <p class=MsoNormal><b><font size=5 color=navy face="Lucida Calligraphy"><span style='font-size:20.0pt;font-family:"Lucida Calligraphy";color:navy;font-weight: bold'>Dean</span></font></b><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=navy face=AGaramond><span style='font-size:10.0pt;font-family:AGaramond;color:navy'>Dean W May                        <a href="tel:%28812%29%20235-5272" target="_blank" value="+18122355272">(812) 235-5272</a> voice and text</span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=2 color=navy face=AGaramond><span style='font-size:10.0pt;font-family:AGaramond;color:navy'>PianoRebuilders.com           (888) DEAN-MAY         </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><st1:place w:st="on"><st1:City w:st="on"><font size=2 color=navy face=AGaramond><span style='font-size:10.0pt;font-family:AGaramond; color:navy'>Terre Haute</span></font></st1:City><font size=2 color=navy face=AGaramond><span style='font-size:10.0pt;font-family:AGaramond;color:navy'> <st1:State w:st="on">IN</st1:State> <st1:PostalCode w:st="on">47802</st1:PostalCode></span></font></st1:place><font size=2 color=navy face=AGaramond><span style='font-size:10.0pt;font-family: AGaramond;color:navy'>           Give us a LIKE on Facebook! Go to PianoRebuilders.com</span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> </div> <div> <div class=MsoNormal align=center style='text-align:center'><font size=3 color=black face="Times New Roman"><span style='font-size:12.0pt;color:black'> <hr size=2 width="100%" align=center> </span></font></div> <div> <p class=MsoNormal><b><font size=2 color=black face=Tahoma><span style='font-size:10.0pt;font-family:Tahoma;color:black;font-weight:bold'>From:</span></font></b><font size=2 color=black face=Tahoma><span style='font-size:10.0pt;font-family:Tahoma; color:black'> <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>] <b><span style='font-weight:bold'>On Behalf Of </span></b>lee innocent<br> <b><span style='font-weight:bold'>Sent:</span></b> Wednesday, July 27, 2011 10:20 AM<br> <b><span style='font-weight:bold'>To:</span></b> <a href="mailto:pianotech@ptg.org" target="_blank">pianotech@ptg.org</a><br> <b><span style='font-weight:bold'>Subject:</span></b> [pianotech] New Business from telephone enquiries</span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> </div> <div> <p class=MsoNormal><font size=3 color=black face="Times New Roman"><span style='font-size:12.0pt;color:black'> </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> <div> <p class=MsoNormal><font size=3 color=black face="Times New Roman"><span style='font-size:12.0pt;color:black'>Hello All,</span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> <div> <div> <p class=MsoNormal><font size=3 color=black face="Times New Roman"><span style='font-size:12.0pt;color:black'>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? </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial;color:black'><o:p></o:p></span></font></p> </div> </div> <div> <div> <p class=MsoNormal><font size=3 color=black face="Times New Roman"><span style='font-size:12.0pt;color:black'> </span></font><font size=2 color=black face=Arial><span style='font-size:10.0pt;font-family:Arial; color:black'><o:p></o:p></span></font></p> </div> </div> </div> </div> </div> </div> </div> </div> <p class=MsoNormal><font size=3 face="Times New Roman"><span style='font-size: 12.0pt'><o:p> </o:p></span></font></p> </div> </div> </body> </html>