Pricing

[James Grebe]

Well said, Brad
James Grebe
Piano-Forte Tuning & Repair
Creator of Handsome Hardwood Caster Cups, piano benches, writing instruments
(314) 608-4137
WWW.JamesGrebe.com
1526 Raspberry Lane
Arnold, MO 63010
BECOME WHAT YOU BELIEVE!
pianoman@accessus.net
----- Original Message ----- 
From: "Brad Smith, RPT" <staff@smithpiano.com>
To: "'Pianotech'" <pianotech@ptg.org>
Sent: Saturday, January 29, 2005 4:39 AM
Subject: RE: Pricing


> Here are some observations about pricing and selling our services
>
> Knowing your 'walk away' point is the secret of negotiating.
> I quote realistic price 'ranges' to everyone, and have the flexibility
> to reduce them on the spot at my discretion, based on the work required.
>
> http://www.smithpiano.com/pricing.htm
>
> I never 'just tune' a piano
> If they don't know a tuning from a szchmooning, it's logical that they
> would seek the cheapest price.
> People do want some idea of the price, but my experience is that if you
> tell them "a" tuning fee, the number sticks in their head.
> Rarely does a piano need only "a" tuning.  Why else would we carry
> around several hundred other tools?
> Then you have to sell/explain everything little thing when you get to
> the piano, or do the work for free, or not do it, and have it affect
> your reputation.
> Because you've stuck a number in their head, you now have to 'push' them
> to pay for the real work required.
> This creates unneeded tension that could have been avoided by setting
> expectations properly from the beginning.
>
> He who asks the questions is in control.
> When you answer the price question with a number, the customer has now
> set the rules of engagement.
> (Just like when you stand in front of a vending machine, and look for
> the price of a candy bar).
> Without realizing it, you have become the vending machine, and the
> customer is pushing the buttons.
>
> Earn the role of 'consultant'
> We have to earn the trust and the right to give a diagnosis.  The
> definition of "what the piano NEEDS" must be a combination of the
> customer's expressed needs and your competent diagnosis of the
> situation.  You might decide that what they want doesn't fit with your
> understanding of things, and you may wish to diplomatically decline the
> work.  Your willingness to NOT do something for quick profit, because
> you are watching out for the customer's best interest....is a powerful
> demonstration of the sincere desire to help them.  Being sincerely
> willing to forego a temporary profit....is very profitable.  Customers
> don't know what their pianos need, WE do. It is possible to give them
> options, without losing your role as a 'consultant'.  It's also possible
> to provide more of what you know the piano needs, within their budget
> and perspective.
>
> Diagnose before you prescribe
> I don't ask my doctor "How much for a ____?"   I'm the patient. How
> should I know the prescription before I've gotten an accurate diagnosis?
>
> What would it say about my doctor if she simply blurted out a price for
> _____, and then tried to make an appointment to perform it?
>
> If the client doesn't trust you, they can't believe you
> You have to prioritize the building of trust. All else stems from there.
> How?
> When you express sincere interest in their use of the piano, it's
> history and their understanding of things...you begin to differentiate
> yourself.
> You demonstrate your competence and trustworthiness by the degree to
> which you care for and understand THEM.
> You'll earn the role of consultant and the right to have more control of
> the conversation.
> You do that through the caring questions you ask and the perceptive
> acknowledgement you demonstrate as they begin to open up.
> You show that you care and you adjust your advice based on listening to
> what they want out of their piano
> --Not by letting them dictate what gets done to the piano because of the
> natural tendency to 'price shop'.
>
> This helps them view you differently, which is critical if they are ever
> going to get off the 'cheap price' mode.
>
>
> Best regards,
> Brad Smith, RPT
> www.smithpiano.com
>
>
>
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