The moment they say it
That makes sense. It is a big decision. Can I send you the questions I would ask if I were getting quotes, so you are comparing the same things?
You will not find anyone cheaper than us.
Take your time. When you have the others, I am happy to go through them with you, mine included.
If you sign today I can knock some off.
Get as many as you like. Just make sure each one covers the same scope, or you will be comparing different jobs.
The other guys will cut corners.
The questions to send them, for every estimate
- What exactly is included, and what is extra if it turns up once the work starts?
- Is the price fixed, or an estimate that can change? What would change it?
- Who does the work: your own employees, or subcontractors?
- Are you licensed and insured for this, and can I see it?
- What is the warranty on the work, and what does it actually cover?
- When can you start, and how long will it take?
- What happens if something goes wrong after you leave?
When they come back with a lower number
Can you put them side by side with mine? I want to make sure they cover the same things before you decide.
I can match that.
If theirs includes everything mine does, it is a good price and you should take it.
That is impossible, they are lying.
The difference is usually in what is left out. Let me show you where I think the gap is.
You get what you pay for.
The three ways this goes wrong
- Getting defensive. It tells them you were worried about the comparison.
- Discounting on the spot. It tells them your first number was not real.
- Never following up. Once they have the other numbers, the call that offers to help them compare is the one they remember.
A customer getting more estimates is doing exactly what a careful person should. Help them do it well, and you become the company that made the decision easy, which is usually the one they pick.
I answer the phones for contractors, and when a caller says they are shopping around, these are the questions I send them. callbobai.com