Lee: your experience used to happen to me a lot. Now, before I give out prices over the phone and let the caller get on to the next call, I ask about the instrument: make, model, age, when it was last serviced, when was it last moved, who plays, and what level of playing etc. I then give them some background about myself: my training, my experience, my clientele (teachers, performers, music venues, schools etc) my ongoing professional development. I also tell them about how I tune and my approach to my work. I make sure they understand that choosing a technician by price is not a good idea, and that the initial savings of $10 can actually come back to haunt them if afterwards they need to call in a pro to do the job right. I tell them the questions to ask of other tuners they may call - essentially the ones that I have answered. In short, I engage them in a dialogue, I educate them, build up trust and establish a relationship. That is what business is all about: relationships with people. [Of course you have to be good in what you do in your work.] More often than not, the client is won over and we book the appointment. Jurgen Goering On Jul 16, 2008, at 11:00, Lee Innocent wrote: > > 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. > -------------- next part -------------- A non-text attachment was scrubbed... Name: not available Type: text/enriched Size: 2029 bytes Desc: not available Url : https://www.moypiano.com/ptg/pianotech.php/attachments/20080716/450081b9/attachment.bin
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