<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN"> <HTML><HEAD> <META http-equiv=Content-Type content="text/html; = charset=windows-1252"> <META content="MSHTML 6.00.2800.1400" name=GENERATOR></HEAD> <BODY> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2>Tom,</FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2>Actually, this entire year has been great for me. = </FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2>I will say, though, that I have been calling people who are due for their next = tuning. If I had to rely on the phone ringing, I would have starved last year! :-)</FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2>You are a salesman! If you ain't offering your services, you ain't gonna = make no money...</FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2>Here's what I do: </FONT></SPAN></DIV> <BLOCKQUOTE dir=ltr style="MARGIN-RIGHT: 0px"> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>I use PTBiz which gives me a list of everyone who is due for a = tuning/service. I go down the list.</FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>It's so much better to first call the "easy" clients. Doctors, = lawyers, piano teachers, etc. Find those of your clientele who have disposable = income. These folks are less likely to say no. I remember my better customers who = usually get tunings every six months. I always call them first, and call the = rest if I don't have enough to fill the day.</FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>Remember, a "no" does not mean never again. Mentally get to = the point where a "no" just means "not yet." Call 'em back in a couple months. = Sound confident - sound like you know you're going to get an appointment. </FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>Have a script, either mental or written. I say something like this: "Hi, = this is John Formsma, the piano tuner. I'm calling because your piano is due = for it's next tuning. I'll be in your area on ____. Would you like me to stop = by while I'm town?" I live in a rural area, but work a large area, driving = usually within a 60+ mile radius. I always have alternate dates of when I'll = be in their area again so an appointment can be scheduled for another time = if they're busy that day. For instance, I usually work the same area on = the same day of the week. That way, I can always say, "I'll be there next week = on Tuesday - would that work?" If "Yes," I know I have at least one = tuning and can work to fill up that day in that area.</FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>I try not to begin the conversation with "How are you?" That's usually recognized as someone trying to sell them something. Thank you = telemarketers! :-(</FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>I've been trying to get a system going like Barbara Richmond shared = recently. It's a great idea to schedule the next tuning before leaving. Also, another = idea one of our chapter members uses is to pre-schedule a customer just = before leaving. Tell the customer you recommend tuning twice a year (or = whatever frequency). Ask them how often they'd like have their piano serviced. = Then, have them print their address on a pre-printed postcard - one side = instructs them to call you to schedule an appointment - the other side has THEIR = handwritten address on it. When you get home, stick that in an = "October" folder to be mailed out in six months. Then, during the last week of September, mail them out! Always makes me look twice when I receive = something with my own writing, such as a USPS return receipt. I haven't yet = tried this, but it seems like a really powerful postcard system for those who want = to use postcards.</FONT></SPAN></DIV> <DIV><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV></BLOCKQUOTE> <DIV dir=ltr><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>I'm working on expanding my skills. Mainly focusing now on = passing the RPT exams. Therefore, I've had to make myself learn to regulate and = other stuff. It's AMAZING how much you can recommend when you know what's going on = with that action! Just yesterday, I recommended that some touch-up regulation be = done on a church piano. The man said, "OK, when can you do that because we want to = keep our piano in good condition so that the warranty will be honored." This = will be my fourth regulation this year all because I mentioned that it needed to = be done. I did ZERO last year because the skills were not developed. Will = be rebuilding my first grand this summer. It's my own that I bought for = $600, and the summer is usually slow, so I hope to be using my time that way when = I don't have appointments.</FONT></SPAN></DIV> <DIV dir=ltr><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV> <DIV dir=ltr><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>I hope this helps, Tom. Once you get a bigger database, it gets = better. <SPAN class=390040302-11042004><FONT face=Arial color=#0000ff = size=2>I have a lot of customers in the database. Not all of them are regulars, but that = makes a bunch of poeple who can fill in the gaps. But, you have to call them = sometimes. </FONT></SPAN></FONT></SPAN></DIV> <DIV dir=ltr><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV> <DIV dir=ltr><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>For me as a Christian, I know that ultimately it is God = who "gives the power to get wealth." It is humbling to realize how He provides for = my family's needs. I'm soooo thankful for it. BUT, He does require that I = get out there and hustle, hustle, hustle or I don't get squat! = :-)</FONT></SPAN></DIV> <DIV dir=ltr><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2></FONT></SPAN> </DIV> <DIV dir=ltr><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2>Blessings,</FONT></SPAN></DIV> <DIV dir=ltr><SPAN class=390040302-11042004><FONT face=Arial = color=#0000ff size=2><BR>John Formsma</FONT></SPAN></DIV> <BLOCKQUOTE style="PADDING-LEFT: 5px; MARGIN-LEFT: 5px; BORDER-LEFT: #0000ff 2px = solid"> <DIV class=OutlookMessageHeader><FONT face="Times New Roman" size=2>-----Original Message-----<BR><B>From:</B> = pianotech-bounces@ptg.org [mailto:pianotech-bounces@ptg.org]<B>On Behalf Of</B> Tvak@aol.com<BR><B>Sent:</B> Saturday, April 10, 2004 8:44 = AM<BR><B>To:</B> pianotech@ptg.org<BR><B>Subject:</B> there's NO business like NO business<BR><BR></DIV></FONT><FONT face=arial,helvetica><FONT = face=Geneva color=#000000 size=2 FAMILY="SANSSERIF">List<BR><BR>Anybody else = out there experiencing an   e x t r e m e l y    s    l   o    = w    Feb/March/now into April?<BR><BR>It's really been = disheartening.<BR><BR>Tom Sivak<BR>Chicago<BR><BR></BLOCKQUOTE></FONT><FONT face=Geneva = color=#000000 size=2 FAMILY="SANSSERIF"></FONT></FONT></BODY></HTML>