The moment they say it is too expensive
That is fair to say. What were you expecting it to be, so I understand the gap?
That is the price. It is what it costs.
Is it more than you had budgeted, or more than another quote you have?
I can knock some off if you book today.
Let me walk you through what is in that number, so you can see where the cost goes.
You get what you pay for.
Real options instead of a discount
- A smaller scope: the repair that cannot wait now, the rest later.
- A different option: a repair instead of a replacement, or a standard unit instead of a premium one.
- Timing: a date in a slower season, if the work can safely wait.
- A payment plan or financing, only if you actually offer one.
When the job really is more than they can do right now
If the whole job is too much right now, this is the part that cannot wait. The rest can be done later.
Then there is nothing I can do for you.
Take a day with it. I will hold the quote for the week, and if anything changes, call me.
The price goes up tomorrow.
The three ways this goes wrong
- Discounting on the spot. It tells them the first number was not real.
- Defending the price before understanding the objection. They stop listening.
- Offering an option you do not really have. A payment plan promised on the phone has to exist at the invoice.
Too expensive is the start of a conversation, not the end of the job. Find out what it means, show what is in the number, and give them a real choice.
I answer the phones for contractors, and when a caller says a price is too high I find out why before anyone offers a discount. callbobai.com