<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN"> <HTML><HEAD> <META http-equiv=Content-Type content="text/html; charset=US-ASCII"> <META content="MSHTML 6.00.2800.1106" name=GENERATOR></HEAD> <BODY id=role_body style="FONT-SIZE: 12pt; COLOR: #000000; FONT-FAMILY: = Verdana" bottomMargin=7 leftMargin=7 topMargin=7 rightMargin=7><FONT id=rol= e_document face=Verdana color=#000000 size=3> <DIV> <DIV>Brad,</DIV> <DIV> </DIV> <DIV>Thanks for your encouraging words.  My idea behind this is to give= customers something they can easily understand.   Unfortunate= ly, I was unable to download your pamphlet.  If you could send me a copy vi= a snail mail, I'd appreciate it.</DIV> <DIV> </DIV> <DIV>Yes, Joe and David, the PTG has publications available, but that's= not the point.  They are good, but IMHO, sterile.  I've given the= m to customers, and gone back a year later to find them completely unmolested at = the bottom of the piano bench as I went to tighten the legs.  </DIV> <DIV> </DIV> <DIV>People like a personal touch when it comes to something as dear as their beautiful piano--my recommendations, not something compil= ed by an organization. Not something they have to study, but something tha= t makes sense to them that they can read as I'm tuning. That was my point= in doing this.  </DIV> <DIV> </DIV> <DIV>What we sell is ourselves.  We can be the absolute best techs on t= he planet, but if people don't feel comfortable having us in their home, w= e'll end up in the poorhouse.</DIV> <DIV> </DIV> <DIV>This handout is a very brief introduction to our world.   I'v= e had nothing but positive responses from the few customers and dealers I= 've given them to.  It isn't meant to be a piano technology encycloped= ia, just a door to communication, and hopefully the beginning of a good business relationship.  </DIV> <DIV> </DIV> <DIV>Thanks for all of your comments,</DIV> <DIV> </DIV> <DIV>Dave </DIV> <DIV> </DIV> <DIV> </DIV> <DIV>In a message dated 6/3/05 6:42:35 PM Pacific Daylight Time, staff@smithpiano.com writes:</DIV> <BLOCKQUOTE style="PADDING-LEFT: 5px; MARGIN-LEFT: 5px; BORDER-LEFT: blue 2px solid"><= FONT style="BACKGROUND-COLOR: transparent" face=Arial color=#000000 size= =2> <DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Hi Dave= , </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>GREAT JOB!!!  Good info!</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT><FONT face=Tahoma size=2><SPA= N class=750161811-03062005> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>As tech= nicians, we sometimes think that the secret is the quality and quantity of information.  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Those a= re important, but </SPAN></FONT><FONT face=Tahoma size=2><SPAN class=750161811-03062005>delivery is even more important.  </SPAN></FONT><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Delivery--meaning readability, 'scanability', v= isual content, and brevity.  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Deliver= y opens the door to the content. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Which 3= or 4 things do you want to hammer home with the document? </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005><SPAN class=750161811-03062005>Ask as you edit....is it scannable?  = If someone reads only the headlines of your paragraphs, could they get a glimmering of understanding, or is it</SPAN></SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005><SPAN class=750161811-03062005>mandatory that they read everything? &nbsp= ; If so, many people will bail out early. </SPAN></SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005><SPAN class=750161811-03062005> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>What to= do next?  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Go back= to your original intent, and make 3-4 short statements that sum up what you wish t= o say--the punch lines.  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Build p= aragraphs around the punch lines.  Be brutal with your brevity.  Starting = from 3-4 basic statements, will help you discern what to edit. </SPAN></FONT></= DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Decide = exactly what you wish to accomplish with the handout.   You'll find that= most of your info will fit into the 3 or 4 statements upon close inspectio= n. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>If you = really find something that won't fit, it might be a 5th topic.   You've= got all the right info, now you have to organize it to your advantage.</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV></SPAN></SPAN></FONT>= </DIV></SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN>= </FONT>In my earlier post on this topic, I mentioned about personalities and learnin= g styles, which can help us understand how </SPAN></FONT></DIV></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>differe= nt types of people will process our information.  <A title=https://www.moypiano.com/ptg/pianotech.php/2005-April/171094.html href="https://www.moypiano.com/ptg/pianotech.php/2005-April/171094.html">htt= p://www.ptg.org/pipermail/pianotech.php/2005-April/171094.html</A></SPAN></FONT>= </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005> </SPAN></FONT><FONT face=Tahoma size= =2><SPAN class=750161811-03062005> </SPAN></FONT><FONT face=Tahoma><FONT size=2> <SPAN class=750161811-03062005> </SPAN></FONT></FONT></DI= V> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Leaders= look for quick options.</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Enterta= iners look at the pictures first</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Thinker= s read every last word.  (piano techs love this, because many of us process = this way)</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Peacema= kers scan for anything which might put too much pressure on them.  They watch o= ut for demanding ultimatums, etc. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Visual = people get lost in too much text. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Auditor= y people may not read much, but hopefully the </SPAN></FONT><FONT face=Tahom= a size=2><SPAN class=750161811-03062005>graphics and word pictures help them.  ( How you talk, helps them to open up to the document). </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Kinesthetic people are attracted to emotio= nal things, your heart, your integrity.  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT><FONT face=Tahoma size=2><SPA= N class=750161811-03062005></SPAN></FONT><FONT face=Tahoma size=2><SPA= N class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>How can= you possibly address all 7 of these things?  By including as many as poss= ible within the planning of your document or presentation. </SPAN></FONT></DIV> <DIV><SPAN class=750161811-03062005></SPAN><SPAN class=750161811-03062005></SPAN><SPAN class=750161811-03062005></SPAN>= <SPAN class=750161811-03062005></SPAN><SPAN class=750161811-03062005></SPAN>= <SPAN class=750161811-03062005></SPAN><SPAN class=750161811-03062005><SPAN class=750161811-03062005><SPAN class=750161811-03062005> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>The tri= ck is using short bullet points; short phrases; headlines ...to get to the point= quickly at the beginning of a paragraph. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>They ca= n scan the document, and get a feel for it quickly...which allows them to trust you w= ith more of the details, and more of the money!</SPAN></FONT></DIV></SPAN></DI= V> <DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><SPAN class=750161811-03062005></SPAN></SPAN></SPAN><SPAN class=750161811-03062005><FONT face=Tahoma><FONT size=2><SPAN class=453404001-04062005> Here is a link to my </SPAN>current brochure<SPAN class=453404001-04062005> :  <A title="http://www.smithpiano.com/Smith Piano Services.pdf" href="http://www.smithpiano.com/Smith%20Piano%20Services.pdf">http://www= .smithpiano.com/Smith%20Piano%20Services.pdf</A></SPAN></FONT></FONT></SPAN>= </DIV> <DIV><SPAN class=750161811-03062005><FONT face=Tahoma><FONT size=2><= SPAN class=453404001-04062005></SPAN></FONT></FONT></SPAN> </DIV></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>I wante= d to have a tool to sell from, in a variety of directions, while communicating some basic ideas, using the above perspectives: </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>1. Regu= lar maintenance</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>2. Clim= ate control</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>3. Regulation</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>4. Bio = and credibility and philosophy</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>5. Acti= on diagram to aid in quick explanations</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>6. Summ= ary of my service offerings</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>7. Serv= ice area coverage map</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>I = included an action diagram, because I can point to it and quickly show a customer o= ne or two things about their piano. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>My bio = is there to add credibility to what I am telling them.  Everything has a purpose.  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>( = At the bottom of my bio is my "business philosophy".  I truly live by it. This helps communicate my real motives to people. )</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>The too= l is only as good as how you present it, or sell from it. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>At the = very least, it puts basic ideas into their heads, which helps you maintain= the relationship in the future.</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>In effe= ct, you are in the position of having already informed them in advance.  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>You can= use <SPAN class=453404001-04062005> these </SPAN>brochure= <SPAN class=453404001-04062005> s </SPAN> to get the word out throug= h many channels.  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>It can = be mailed to music related businesses, as is.   It can be handed out after= a tuning.  You can leave a stack at the front desk of a friendly church= or school. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>It tell= s your story, while driving home the 3 or 4 things you need to have a healthy customer. </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT><FONT face=Tahoma size=2><SPA= N class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Most of= all Dave, I'm impressed by your willingness to 'learn in public' on the list.  GREAT ATTITUDE!!!</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT><FONT face=Tahoma size=2><SPA= N class=750161811-03062005>It ain't so much what you say...it's how you sa= y it.  </SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005>Keep up= the great work!</SPAN></FONT></DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT> </DIV> <DIV><FONT face=Tahoma size=2><SPAN class=750161811-03062005></SPAN></FONT><FONT face=Arial size=2>Best regards,</FONT> </DIV> <P><FONT face=Arial size=2>Brad Smith, RPT</FONT> <BR><FONT face=Ari= al size=2>www.smithpiano.com</FONT> <BR><FONT face=Arial size=2> <= /FONT> </P></DIV></FONT></BLOCKQUOTE></DIV> <DIV></DIV> <DIV> </DIV></FONT></BODY></HTML>