<HTML> <HEAD> <TITLE>Re: JIV-jumping into voicing</TITLE> </HEAD> <BODY> <BLOCKQUOTE>Goeff, I can tell you how it worked for me.  First = off, I've never had anyone call from the yellow pages who was really interes= ted in anything but a price for tuning.  It's word of mouth that spread= s the news that's there someone out there who knows and does more than just = tuning. Word of mouth is the holy grail of our business. Forget about a good cli= ent from an ad, except for a fluke.  I started off by mentioning problems that I saw and getting permissio= n to take care of them.  I also learned the best way to get folks to un= derstand about more than tuning was saying, "You know those old upright= pianos that sound like tin and whose keys are uneven and some don't even wo= rk?  Well, that can happen to your piano, too.  That's what happen= s when pianos have only been tuned and other maintenance has been ignored. e= tc, etc."   It was the best thing I ever thought of to get th= e conversation and understanding going about what regulation and voicing are= .  We're the ones who have to educate our clients.   Amen, amen. Establish trust by your presence and the= referral that got you there, then show & tell, show & tell, show &a= mp; tell. What a pleasure to have you on this list, Barbara. I’m proud= to be your colleague. Barbara Ric= hmond, RPT near Peoria, Illinois </BLOCKQUOTE> </BODY> </HTML>