<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN"> <html xmlns:o="urn:schemas-microsoft-com:office:office" = xmlns:w="urn:schemas-microsoft-com:office:word" = xmlns="http://www.w3.org/TR/REC-html40"> <head> <META HTTP-EQUIV="Content-Type" CONTENT="text/html; = charset=US-ASCII"> <meta name=ProgId content=Word.Document> <meta name=Generator content="Microsoft Word 10"> <meta name=Originator content="Microsoft Word 10"> <link rel=File-List href="cid:filelist.xml@01C60585.E9AE6EB0"> <title>Message</title>  <style>  </style>  </head> <body lang=EN-US link=blue vlink=purple = style='tab-interval:.5in'> <div class=Section1> I find it very helpful to = “pre-sell” the pitch raise. When a new customer calls we quote our normal rate = ($85) and ask how long it has been since the last tuning. We then explain that if = the piano is real bad it could be up to $150 because it will require more = work to get it into shape. (My rule of thumb for charges is take the worst note out of tune and add $1/cent to my basic rate, up to the = maximum of $150.) There may also be additional charges for minor repair and/or adjustments. Most people do not balk at all at the cost. They are = expecting to pay more on a piano that hasn’t been tuned for many years. = <o:p></o:p> <o:p> </o:p> Then when I get to the job I = don’t ever have to sell a pitch raise. It is pre-sold. They may ask if it is = going to take the pitch raise, but they’ve already committed to paying it = or I wouldn’t have the appointment. <o:p></o:p> <o:p> </o:p> Being up front like this eliminates = the perception that you are just trying to “upsell” a job. They know before you come out what the possibilities are. Before = I started doing this several years ago I faced the same struggle you are. = Since we started doing the pre-sell, I am actually doing more pitch raises at a = much higher price.<o:p></o:p> <o:p> </o:p> <div> Dean<o:p></o:p></fon= t> Dean May       &nbs= p;     cell 812.239.3359<o:p></o:p> PianoRebuilders.co= m   = 812.235.5272<o:p></o:p> Terre Haute = IN  = 47802<o:p></o:p> </div> <o:p> </o:p> -----Original = Message----- From: = pianotech-bounces@ptg.org [mailto:pianotech-bounces@ptg.org] On Behalf Of Geoff Sykes Sent: Tuesday, December = 20, 2005 3:45 PM To: Pianotech@Ptg. = Org Subject: How to explain a = pitch adjustment <o:p> </o:p> <div> Greetings all = --<o:p></o:p> </div> <div>  <o:p></o:p> </div> <div> Many pianos need a pitch = adjustment prior to tuning. Usually because it hasn't been touched in five years. = Therefore, like many of you I'm sure, I frequently find myself having to explain to customers what a pitch adjustment is, and why their piano needs one = prior to tuning. I have found that car analogies often help when explaining = things but I have not been able to come up with one that would help with a pitch = adjustment. Even after explaining, as simply as I know how, the relationship of the incredible string tension across the plate and why it needs to be equalized before a fine tuning will hold, I often feel like I'm = coming off trying to sell them something bogus. How do you people explain pitch adjustments to your customers whose piano needs it so that they not = only understand what it is but why it's important that their piano gets one = prior to tuning?<o:p></o:p> </div> <div>  <o:p></o:p> </div> <div> -- Geoff = Sykes<o:p></o:p> </div> <div> -- Assoc. Los = Angeles<o:p></o:p> </div> </div> </body> </html>