"We're getting a few other quotes" is one of the most common things a customer will say, whether it is a homeowner pricing a roof, a parent comparing orthodontists, a couple shopping wedding photographers or a small company comparing bookkeepers. It makes a lot of owners panic and drop their price on the spot, and that instinct costs margin while rarely winning the work for the right reasons. Shopping around is normal (74% of consumers consult two or more sources before deciding), so plan for it rather than fear it.
Hear it as normal shopping
A customer comparing options is simply being responsible, and when you stay relaxed and confident you show that you are comfortable with your value.
Script: "That's smart, you should compare. Let me make it easy: here's exactly what's included in ours, so you're comparing apples to apples."
Ask what matters most to them
Before you respond to price, find out how they are making the decision.
Script: "As you compare, what matters most to you: timing, the quality of the result, the guarantee or the price? I want to make sure I'm solving for the right thing."
Make your value concrete
Customers compare prices because they cannot always see the difference between offers. Spell it out: your credentials or licensing, your guarantee or warranty, your reviews, your follow-up care, how quickly you respond, and what the experience is like from first visit to last.
Compare the full scope of each quote
Encourage the customer to compare what each quote actually includes. The specifics change by business, so give your team a short version for yours:
Script: "When you look at the others, check whether they include [the item that often gets left out]. A lower number sometimes means something got left out."
- Home trades: permits, cleanup, the warranty, the same parts.
- Dental or med spa: follow-up visits, touch-ups, the product or materials used, who performs the treatment.
- Auto repair: OEM or aftermarket parts, labor warranty, a loaner or shuttle.
- Accounting, legal or consulting: how many meetings, response times, what counts as extra billable work.
Add image: A side-by-side "what's included" quote comparison. Alt text: "A side-by-side comparison of two service quotes highlighting what each one includes, such as follow-up visits, guarantee, and materials."
Hold your price with confidence
When you drop your price the moment a customer hesitates, you teach them the first number was not real, so stand behind your pricing and explain what it pays for.
Reach for options before a discount
If budget is a genuine concern, give them a way to spend less without gutting your margin, such as a good-better-best set or a monthly payment plan. Either one beats a straight discount, because it keeps the price honest and lets the customer choose.
Follow up after they've shopped
Sometimes the customer really does need to see the other quotes first. Set a friendly follow-up so you are back in the conversation once they have, since many customers decide on that second touch.
Win on trust, keep your margin
Owners who win these jobs consistently spell out what the customer gets, help them compare quotes line by line and follow up after the shopping is done, without cutting the price.
Frequently Asked Questions
How do you respond when a customer says your price is too high?
Stay calm, ask what matters most to them, make your value concrete, and offer options or a payment plan rather than a discount. Never cut your price the moment they hesitate.
Should I lower my price to beat a competitor?
Rarely. Dropping your price signals the first number was inflated and trains customers to negotiate. Compete on value and what's included instead.
How do I handle "we're getting other quotes"?
Treat it as normal, help them compare what's actually included, stand behind your value, and set a follow-up for after they've shopped.
Related guides: How to Raise Your Consultation Close Rate · How to Offer Payment Plans for Bigger Purchases · How to Raise Your Average Ticket With Good-Better-Best Options