Pianotech

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

I have a new policy. If someone calls and asks me my price before anything else, I give them my price, then I offer the phone numbers of a couple other tuners who might charge less. I couldn't do that before now because there weren't enough tuners in my area, and I was actually the cheapest for a while. Now, there are more tuners once again and I'm no longer the cheapest. It's quite freeing to offer to help people find the lowest price because they then feel they don't have to pretend they are doing something else. LOL! 

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

I agree with Wim about not devaluing yourself by negotiating down your prices and prefer to make those conversations with price shoppers as brief as possible. To accomplish that, when they ask my price, I simply tell them that if they are shopping for the lowest price, that would not be me. That way, within the first ten seconds of the call they either end it and continue their low-ball hunt (which is fine with me), or they ask me why I charge more. Something like 99% of those that ask this question wind up booking an appointment.

Alan

I have a new policy. If someone calls and asks me my price before anything else, I give them my price, then I offer the phone numbers of a couple other tuners who might charge less. I couldn't do that before now because there weren't enough tuners in my area, and I was actually the cheapest for a while. Now, there are more tuners once again and I'm no longer the cheapest. It's quite freeing to offer to help people find the lowest price because they then feel they don't have to pretend they are doing something else. LOL! 

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

I like to say: "if cost is the issue, call 'so and so', he's the cheapest around. I'll give you his number if you want it"...

Peter Grey Piano Doctor 

I agree with Wim about not devaluing yourself by negotiating down your prices and prefer to make those conversations with price shoppers as brief as possible. To accomplish that, when they ask my price, I simply tell them that if they are shopping for the lowest price, that would not be me. That way, within the first ten seconds of the call they either end it and continue their low-ball hunt (which is fine with me), or they ask me why I charge more. Something like 99% of those that ask this question wind up booking an appointment.

Alan

I have a new policy. If someone calls and asks me my price before anything else, I give them my price, then I offer the phone numbers of a couple other tuners who might charge less. I couldn't do that before now because there weren't enough tuners in my area, and I was actually the cheapest for a while. Now, there are more tuners once again and I'm no longer the cheapest. It's quite freeing to offer to help people find the lowest price because they then feel they don't have to pretend they are doing something else. LOL! 

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

I have a new policy. If someone calls and asks me my price before anything else, I give them my price, then I offer the phone numbers of a couple other tuners who might charge less. I couldn't do that before now because there weren't enough tuners in my area, and I was actually the cheapest for a while. Now, there are more tuners once again and I'm no longer the cheapest. It's quite freeing to offer to help people find the lowest price because they then feel they don't have to pretend they are doing something else. LOL! 

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

I've said for years now that people always spend money on the things that are important to them. If the piano is important to someone, they will find a way to spend the money on it. If it's not important to them, there's nothing you can do that will make it a priority. Once I made my peace with that, there was a noticeable positive difference in the amount of stress and guilt I felt regarding my business and charging a fair amount. 

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

I've always found the game of dealing with the price shoppers to be fun. Isaac Sadigursky would use humor to deal with them and I try to follow in his lead. One thing he would do when somebody would ask for a discount is to offer them 49 cents off. His delivery and lead up to the discount would create a hilarious reaction and create immediate affinity with the client. My other mentor would use the same tactics of humor and he amassed a huge clientele as well. 

There are other ways than being prideful and dismissive to deal with the price shoppers. Throwing them away as if they don't matter to you is a guaranteed way to shrink a business. They are human beings with fears and skepticism. When I treat them as a human I earn their respect and business. 

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.  

I've always found the game of dealing with the price shoppers to be fun. Isaac Sadigursky would use humor to deal with them and I try to follow in his lead. One thing he would do when somebody would ask for a discount is to offer them 49 cents off. His delivery and lead up to the discount would create a hilarious reaction and create immediate affinity with the client. My other mentor would use the same tactics of humor and he amassed a huge clientele as well. 

There are other ways than being prideful and dismissive to deal with the price shoppers. Throwing them away as if they don't matter to you is a guaranteed way to shrink a business. They are human beings with fears and skepticism. When I treat them as a human I earn their respect and business. 

Can't or won't.

People basically call you for two reasons. They either want to schedule an appointment or they want to know how much to charge. When people call to schedule an appointment because they've heard of you or feel confident that you'll be able to take care of their piano, they will schedule the appointment and maybe ask you how much you charge, as an afterthought. To them, the amount is not important, because all they want is their piano tuned, and they are willing pay almost anything to get it done, within reason. 

However, when the first thing a customer asks is your price, most of the time they are price shopping. You might be able to get the appointment if you explain your qualifications, but when they say, "I'll think about it," or give you some other excuse, all they want is the lowest price, and they really don't care about the quality of the work. So unless you're one of the lowest priced piano tuners in your area, you probably won't get the appointment. 

The same is true for when you recommend repairs or regulations. After you explain what repairs or regulations are needed, when the customer says they can't afford it, it means they want to get the work done, but really don't have the money. But when they say they have to think about it, or use any other excuse, then they would like to get the work done, but for whatever reason, they don't want to spend the money. 

There is a difference between not being able to afford something and not willing to spend the money. Not being able to afford to get a repair done is a legitimate excuse, and there really is not much you can do to counter that excuse. You might be able to get them to spend the money if the piano isn't playing at all. But when the repairs are superfluous, or the regulation is something that is not absolutely necessary, when there's no money, there's no money.

On the other hand, when the customer gives you all sorts of excuses, other than cost, why they don't want the repairs and/or regulations done, it means they are not willing to spend the money. For them the piano is not important enough to get the work done. However, and this is important, if you lower the price to entice them to get the work done, or if the customer offers to pay you less than what the work is worth, not only will the customer not appreciate the work you've done, but you'll wind up doing the work at a loss. Not only that, but the customer will be more demanding and expect a lot more than what you originally agreed to do. In the end, you will wish you had stepped away from the job.  

The bottom line is don't be afraid to charge what you're worth. Don't offer your work for less.