You invest significant time and effort into every bid you submit—calculating costs, planning labor, and ensuring fairness. Yet, when you follow up with potential clients, you often hear:
- “We’re still getting quotes.”
- “We found someone who can do it cheaper.”
- “We’re just comparing options for now.”
Sound familiar?
The most frustrating part? Many of these clients end up choosing contractors who cut corners, and you never get the chance to showcase your value.
Here’s why you keep getting price-shopped—and, more importantly, how to stop it.
Your Bid Is Just a Number to Them
Homeowners and business owners often lack a deep understanding of what they’re paying for in a construction project. To them, one contractor’s price might seem the same as another’s—until they encounter:
- Subpar materials that require premature replacement
- Project delays extending timelines unexpectedly
- Unforeseen upcharges pushing the final bill beyond the original estimate
The problem? They don’t realize these potential pitfalls when reviewing bids; they focus solely on the bottom-line price.
A survey by Modernize found that 43% of homeowners choose contractors based on price, while 28% rely on reviews and ratings.
How to Shift the Conversation from Price to Value
If your proposal appears as just another price tag, clients will treat it as such. Successful contractors don’t let their bids speak for themselves—they control the narrative.
Instead of saying:
“Here’s your estimate—let me know what you think.”
Say this:
“Before we discuss numbers, let me walk you through our approach to ensure we avoid delays, hidden costs, and subpar quality. This is why clients choose us over cheaper contractors.”
By leading the conversation, you position yourself as the safe investment—not merely the cheapest option.
You’re Sending Bids Without Creating Urgency
When clients receive multiple quotes without any pressure to decide, they tend to continue shopping around. The longer they wait, the less likely they are to hire you.
According to a survey by Service Direct, nearly one-third of homeowners value non-profit contributions, and 1 out of 4 homeowners report having hired a home improvement contractor from an offline advertisement in the past year.
Here’s how top contractors create urgency naturally:
Time-Sensitive Pricing
- Inform clients that material and labor costs are subject to change.
- Example: “This estimate is valid for 14 days. After that, material prices may fluctuate.”
Limited Scheduling Availability
- Convey that your schedule fills up quickly.
- Example: “We have one opening left in the next 60 days—if you’d like to secure it, let’s discuss.”
Highlight Project Risks
- Explain that delays in decision-making can lead to increased costs.
- Example: “Summer slots fill up fast, and projects delayed until fall often face weather-related setbacks.”
By providing clients with a reason to act promptly, you discourage endless price-shopping.
You’re Not Controlling the Follow-Up Process
Many general contractors assume that if a client is serious, they’ll reach out when ready. This is a significant oversight.
A survey by ArcSite revealed that the top factors homeowners value in contractors are quality of work, reliability, professionalism, communication, and timing of completion.
Here’s what successful contractors do differently:
Follow Up Promptly
- Quick follow-ups demonstrate professionalism and interest.
- Example: “Hi [Client’s Name], just checking in on your project. Do you have any questions about the estimate?”
Provide a Reason for the Follow-Up
- Offer new information or updates to keep the conversation active.
- Example: “I wanted to let you know we had a project open up, so we can start sooner than expected.”
Stay Engaged
- Keep clients interested with relevant updates.
- Examples:
- Share a recent testimonial.
- Provide a case study of a similar project.
- Check in to address any concerns.
The goal is to remain top of mind—because the contractor who follows up effectively often secures the job.
Tired of Losing Jobs to Lower Bids? Here’s How You Win
Price shoppers will always exist, but you don’t have to lose to them.
- Ensure clients see your value before they see your price.
- Create urgency to prevent endless shopping around.
- Follow up diligently—consistent communication often wins the job.
???? Want to start closing better jobs with higher-paying clients? Book a free strategy call with GC Sherpa today.
