How to Handle "We're Getting Other Quotes" in the Garage Trades
The "we're getting other quotes" objection comes on 30-50% of garage trade sales calls. Here are the four responses that work and the three that lose the sale.
Every garage trade owner has heard it: "we're going to get a couple more quotes before we decide." It feels like the customer is slipping away. Most contractors respond defensively — by dropping price, pushing for urgency, or pivoting hard to value. All three lose the sale more often than they win it.
Here are the four responses that actually work, and what each one signals to the customer.
Why customers say it
About 30-50% of garage trade sales calls include some version of "we're getting other quotes." Three usual underlying meanings:
- **"I want to validate I'm not being overcharged"** — most common. The customer needs price triangulation, not a reason to reject you.
- **"I have a competitor scheduled and want to honor that"** — the customer is professionally giving you a heads-up rather than ghosting.
- **"I'm using it as a negotiation lever"** — less common but real. The customer wants you to preempt by dropping price.
Treating all three the same way loses sales. Treating it as a buying signal, asking which scenario you're in, and responding to the specific situation wins more.
The 4 responses that work
1. The diagnostic question
"Totally understand. Quick question so I can be most helpful: are you mainly looking to compare price, compare quality of materials, or compare warranty and follow-up service? Different companies are stronger in different areas, and I can tell you what to ask the other folks so you're comparing apples-to-apples."
Why it works: positions you as helping the customer make the right decision, not pushing your service. It also surfaces the underlying objection — if the customer says "price," you know to lean into value justification rather than warranty discussion.
2. The educator
"Smart to get multiple quotes — that's how I'd shop too. Here's a short list of what I'd ask each company so you can compare apples-to-apples: what's their concrete prep method, what brand topcoat are they using, what's the warranty cover, what's their callback rate. If you want, I can text you the list."
Why it works: the customer reads the list against your competitors, and your specifics (diamond grinding, [Brand X] topcoat, 10-year warranty, sub-2% callback rate) become the benchmark. Competitors who can't answer those questions look weak by comparison.
3. The honest preemption
"Of course. I'll tell you what you're likely to hear: some companies will be cheaper than my quote, some will be more expensive. The cheap ones are usually skipping diamond grinding or using thinner topcoats. The expensive ones are usually full-service shops with bigger overhead. We sit in the middle — quality install at a fair price. Take a look and come back to me with questions."
Why it works: predicts what the customer will encounter, which builds credibility when it actually plays out that way. Also pre-frames the customer's evaluation: when they hear cheaper quotes, they think "no diamond grinding."
4. The soft scheduling
"Sounds good. Just so I can plan my schedule, when are you hoping to have this done? If you're going to be done shopping by Friday, I'll hold a Tuesday install slot for you. If it'll be longer, I can release the slot to another job and we can pick it up later. Whatever works for you."
Why it works: creates a real (not artificial) sense of timeline, gives the customer a reason to make a decision rather than indefinitely stall, and respects their process without pressuring.
The 3 responses that lose the sale
1. The preemptive discount
"If you book today I'll knock $300 off." This signals two things: your original price wasn't firm (distrust), and your real price is whatever the customer pushes for (negotiation devaluation). The customer's next move is to push for $600 off. You've lost the price anchor and probably the sale.
2. The hard close
"This price is only good if you sign today." For a $3,500+ residential job, this is wildly out of step with customer expectations and reads as pushy. Hard closes work in some industries (timeshare, used cars). They lose sales in residential garage trades where the customer expects to think it over.
3. The defensive trash talk
"Watch out for [Competitor] — they cut corners on prep and use cheap materials." Even if true, this makes you sound desperate and small. Customers form negative impressions of contractors who badmouth competitors. The educator approach (above) accomplishes the same goal without the negative framing.
Frequently asked questions
What's the right close rate to expect on customers who say they're getting other quotes?
Across the garage trades in 2026, customers who explicitly say they're getting other quotes close at 25-35% — versus 50-60% for customers who don't mention it. The objection itself signals lower intent. The four responses above can bring the "other quotes" close rate up to 35-45%, which is meaningful. Below 25%, your overall pitch is the problem, not the objection handling.
Should I ask which other companies they're getting quotes from?
Sometimes, with care. "Are you talking to anyone in particular? Just so I know who I'm up against" can work if delivered casually. It can backfire if it sounds defensive or like you're going to badmouth competitors. Read the customer — some welcome the question, some find it nosy. When in doubt, skip it.
What if the customer comes back with a much cheaper quote and asks me to match?
Don't match dollar-for-dollar. Instead: "I appreciate you sharing that. I can't match $1,800 for a polyaspartic full-flake because I know what the materials and labor cost — the math doesn't close at that price. But I can show you exactly what we include and what they likely don't, and you can decide." Then walk through the spec comparison. Customers who go with the cheap quote usually call you back in 18 months for the recoat anyway.
Is it worth offering an "if you sign today" incentive ever?
Rarely. Time-limited offers signal that your price is flexible (which makes the customer wonder what else is flexible). The exceptions: legitimate scheduling-driven offers ("if you book by Friday I can fit you in next week, otherwise the next opening is 4 weeks out"), and end-of-quarter manufacturer rebates ("the Brand X supplier is running a $200 rebate that ends Friday — I can pass that through if we book by then"). Both are honest, time-bound for real reasons, and don't devalue your pricing.
How do I know if the customer is using "other quotes" as a negotiation lever vs genuinely shopping?
Two tells. (1) Genuine shoppers respond to the diagnostic question with specifics ("we want to compare warranty terms"). Negotiators respond vaguely ("just want to see what else is out there"). (2) Genuine shoppers ask clarifying questions about your offer; negotiators ask about your willingness to lower price. When you sense negotiation, hold the line — preemptive discounts almost always lose the customer to a competitor who held theirs.
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