Securing a tuning appointment with first telephone enquiry

[Will Truitt]

Hi Lee:

 

Be friendly and relaxed, but businesslike.  Usually when I get this call,  I
ask them what town they are in before I give a price, since the distance
often will affect the fee (travel time).  When I give them a quote, I state
it simply and matter of factly, without any defensiveness or aggression.
The fee is what it is, and they are free to accept it or go elsewhere, I'm
fine with that either way.  (That's what is the unspoken in the silence
after I state my fee).  

 

Give them a moment to respond if they wish to do so.  Then "ask for the
sale".  "I'm going to be over in Belmont next Tuesday morning and could be
at your house to tune your piano for you at around 10:30 AM.  Would you like
to schedule an appointment for that time?"  You would be surprised how many
people will then schedule.  Or if they say, "I have to check with my (wife,
bank, astrologer, or whatever)",  be pleasant and say "If I can be of
assistance to you, please call me.", and let it go at that.

 

Above all, be confident in yourself and your abilities.  Most people have
pretty good radar about this, and that can be an non-verbal cue that
prevents you from getting them to bite.  

 

Good luck.

 

Will Truitt

 

From: pianotech-bounces at ptg.org [mailto:pianotech-bounces at ptg.org] On Behalf
Of lee innocent
Sent: Wednesday, July 16, 2008 10:58 AM
To: pianotech at ptg.org
Subject: Securing a tuning appointment with first telephone enquiry

 

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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