# The homeowner says your bid is too expensive. Now what?

Use a clear conversation and a scope comparison to respond to price objections without giving away the same work for less.

Example scripts for ordinary sales conversations. Adapt them to the actual proposal and customer concern.

## Find out what the objection means

A price objection can mean the project exceeds the household budget, a competing quote covers less work, the homeowner cannot see the value, or the timing is wrong. Ask one question before offering a discount: “Is the concern the total budget, a difference from another proposal, or a part of the scope?”

Listen for a concrete constraint. A homeowner who has $24,000 available for a $30,000 proposal needs a different project or timing decision. Explaining your professionalism again will not close a $6,000 gap.

## Three replies you can adapt



Situation	Suggested reply	Next step
Lower competing bid	“Let’s compare the work included, allowances, protection, disposal, and exclusions. If the scopes match, I can explain where our approach differs.”	Make a side-by-side scope list.
Fixed budget	“We can explore a smaller scope. Which result matters most, and which items could wait?”	Offer a revised scope and price.
Discount request	“I can price alternatives, but I would need to change the work or selections to reduce the total responsibly.”	Price specific options, not a blanket discount.

## Make an alternative concrete

Example: preserve the existing layout, retain serviceable fixtures, and defer a decorative upgrade. Re-estimate each option, check dependencies, and show the resulting total. Do not assume removing a $1,000 finish saves $1,000 after minimum orders and labor are considered.

Send a new revision with an included/excluded list, selection assumptions, payment schedule, and validity date. A change in finish can affect lead time, installation, and warranty details; capture those effects alongside the price.

## Checklist

[ ] Ask which constraint drives the objection.
[ ] Compare like-for-like scope.
[ ] Reprice changes rather than subtracting arbitrary discounts.
[ ] Issue one clearly dated proposal revision.

Notes: