Reply-Handler: 'I Got a Cheaper Quote'

When a prospect says your competitor came in lower, your worst move is to discount on the spot. That trains them — and everyone they refer — that your price is negotiable. Your second-worst move is to trash the competitor. Don't do either.

Appreciate you sharing that. Can I ask what they're including? In my experience, the price gap usually comes from one of three places — the materials they're using, the warranty (or lack of one), or whether they're licensed and insured for [your trade]. Happy to walk through what's in mine so you can compare apples to apples.

Why it works

• You don't argue. You don't discount. You don't trash the competitor.
• You make the customer compare on the things that actually matter — not just the number at the bottom.
• Eight times out of ten the 'cheaper' guy is unlicensed, using inferior materials, or skipping a step the customer didn't know existed.

By forcing the apples-to-apples comparison, you either win the job at your price — or you plant enough doubt that they call you back when the cheap option falls apart mid-project.

If they push again

If they come back and still want a discount, hold the line — but offer to scope down, not price down. 'I can't drop the price on the full job, but I could put together a smaller scope that fits a tighter budget. Want me to send a version like that over?'