Here’s a story that hits close to home for many business owners:

You’ve quoted for a job—say, a full repipe on an older home—and your client looks at the number and says:

“That price is higher than what I expected. Can you lower it?”

Now, this is the moment a lot of business owners freeze. It’s tempting to just knock a few bucks off to seal the deal. But pump the brakes for a second. When you drop your price without a good reason, you're sending the wrong message. The client might think you were overcharging them to begin with or that you're not that busy. Worse, they might see you as a commodity—someone who can be easily replaced by the next lowest bidder.

Your value isn't just a number. It's the craftsmanship, the peace of mind, the permits, the quality materials, and years of experience that you bring to the table.

So, what should you do when you hear that question?

Change the Conversation

Instead of getting into a price war, shift the focus. Try saying something like, "I hear you, and I understand that budget is important. What’s most important to you in getting this done right?”

This simple question moves the conversation from dollars and cents to priorities. You're no longer negotiating a number; you're discussing what truly matters to them.

Highlight Your Worth

• Durable, high-quality materials

• Work done right and up to code

• A reputation for no call-backs

• Reliable warranty protection

• Clean, efficient service

These aren't just add-ons; they're the reasons your price is what it is.

Ask better questions.

Dig deeper. Ask them:

• “What’s been your biggest concern with this type of project?”

• “Have you had bad experiences with contractors before?”

When you listen, you move from “contractor” to “trusted advisor.” That’s when trust builds.

The key is to lead with trust and confidence in your work. Don’t get caught in the race to the bottom. You’ll find that when you do, people are far more likely to trust you, and you’ll hear a lot less of “Can you do better on the price?” and a lot more of:

“When can you start?”

If you’re tired of feeling like you have to cut prices just to land business, let’s talk. I offer a free Profit Acceleration Assessment to help you position your value, attract better clients, and grow without racing to the bottom.

📧 Reach me directly: [email protected]


🔗 Visit: YourBusinessMadeEasy.com