Hi Ron, Thank you so much for your insight. I like your ideas especially of walking into a church, school etc. What is yoru take on cold calling by phone as well? Maybe you mentioned it, but I didn't see a post about what you were taught about cold calling. I'm going to that thrift store today to do a practice tuning on a Jansen, if I see a church etc. I'll try that approach and stop by. I"ll let you guys know what happened. Marshall ps. I agree with you about being late and telling them. Since I use our city bus system, I explain to anyone I meet whom I give a card to that I don't drive, etc, and they seem understanding and appreciative at the same time. ----- Original Message ----- From: <ronmay_rpt@bellsouth.net> To: "Pianotech List" <pianotech@ptg.org> Sent: Thursday, January 26, 2006 10:59 PM Subject: prospecting for customers from an old pro > OK Marshall and list > > Now you are in my ball park from another life. > > Over my past many years I've done a number of things and 2nd only to being > one of the last students of Braid White one of my biggest assets in this > business has been sales and prospecting skills learned in several sales > positions. The best being the Life Insurance Industry and a lot of > training from a fellow every good salesman knows by the name of Dale > Carnagie. This training has helped me in building two very good and > successful piano service businesses. One in Columbus, OH and now again in > Vero Beach,FL and continues to help me everyday in this business. > > First of all the best sourse of business be it piano tuning or selling > cookies is that of a third party influence. Otherwise known as a referral. > Marshall you should never leave anyone's home without the name of several > of your customers friends that own pianos. "Mrs. Jones, I am just > beginning my piano tuning business and I need your help, Can you give me > the names of a couple of people you know that own pianos and may need them > tuned" Once you get them it is simple to call or send a card to the > referral and say "I tuned your friend Joe's piano and he suggested I > contact you" > When you get good enough to take care of Piano Teachers, ASK FOR a > referral to their students and give them a bunch of cards. IF YOU DON'T > ASK-YOU PROBABLY WON'T RECEIVE > > Second nothing takes the place of a cold call. As you are driving down > the street and pass a church or private school, Walk in the door with your > card in hand. Ask for who ever is in charge of the music department or > pianos tell them what you do and ASK FOR THEIR BUSINESS. I guarantee you > that no other technician has done that. > > Third make up a simple post card with your advertisement on it and mail it > to all the churches, nightclubs schools, etc. > > Fourth Take care of your customer like they are GOLD because they are. > > If you do these things, you will be further business wise in 1 year than > most will be in 5. > That is one reason that 20% of the salesforce sells 80% of the > merchandise. > > Fifth: Get Dale Carnagie's book "How to win friends and influence people > and practice what it says. > > Sixth: Do what my kindergarten Sunday School Teacher taught me to do with > my first Bible lesson: > "Do unto others as you would have them do unto you" If you are > running late for an > appointment, call them etc. etc. etc. > > Good Luck Marshall > > Ron May, RPT > Vero Beach >> >> From: "pianotune05" <pianotune05@comcast.net> >> Date: 2006/01/26 Thu PM 10:24:57 EST >> To: "Cy Shuster" <cy@shusterpiano.com>, "Pianotech List" >> <pianotech@ptg.org> >> Subject: Re: prospecting for customers >> >> Cy, >> Thanks. Do I need to be a member to access it? My membership app. is in >> progress everyone. I"m excited. >> Marshall >> ----- Original Message ----- >> From: "Cy Shuster" <cy@shusterpiano.com> >> To: "Pianotech List" <pianotech@ptg.org> >> Sent: Thursday, January 26, 2006 9:51 PM >> Subject: Re: prospecting for customers >> >> >> > Marshall, >> > >> > The PTG has a "Business Resource Manual" that answers many of your >> > questions: >> > https://www.ptg.org/store/product_info.php?cPath=26&products_id=74 >> > >> > --Cy-- >> > >> > >> > >> > _______________________________________________ >> > Pianotech list info: https://www.moypiano.com/resources/#archives >> >> _______________________________________________ >> Pianotech list info: https://www.moypiano.com/resources/#archives >> > > _______________________________________________ > Pianotech list info: https://www.moypiano.com/resources/#archives
This PTG archive page provided courtesy of Moy Piano Service, LLC