Securing a tuning appointment with first telephone enquiry

[lee innocent]

My ad is the first ad in the yellow pages under piano tuning.
I get lots of people enquiring about tuning fees but do not book an
appointment because this is the first call theyve made.

I tend to give them a price and thats the end of the phone call,
they then phone the next person in the book.
 Apart from fee, what other points do you use to engage to build a
conversation with the enquirer?
In a nutshell, what is the best way to secure a tuning appointment while
they are on the phone.

Lee
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