JIV-jumping into voicing

[David Andersen]

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> Goeff,
> =20
> I can tell you how it worked for me.  First off, I've never had anyone ca=
ll
> from the yellow pages who was really interested in anything but a price f=
or
> tuning.  It's word of mouth that spreads the news that's there someone ou=
t
> there who knows and does more than just tuning.
> Word of mouth is the holy grail of our business. Forget about a good clie=
nt
> from an ad, except for a fluke.
>=20
>  I started off by mentioning problems that I saw and getting permission t=
o
> take care of them.  I also learned the best way to get folks to understan=
d
> about more than tuning was saying, "You know those old upright pianos tha=
t
> sound like tin and whose keys are uneven and some don't even work?  Well,=
 that
> can happen to your piano, too.  That's what happens when pianos have only=
 been
> tuned and other maintenance has been ignored. etc, etc."   It was the bes=
t
> thing I ever thought of to get the conversation and understanding going a=
bout
> what regulation and voicing are.  We're the ones who have to educate our
> clients. =20
> Amen, amen. Establish trust by your presence and the referral that got yo=
u
> there, then show & tell, show & tell, show & tell. What a pleasure to hav=
e you
> on this list, Barbara. I=B9m proud to be your colleague.
> =20
> Barbara Richmond, RPT
> near Peoria, Illinois




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