No matter the niche, all contractors experience losing a job to a lower bid. It’s frustrating, especially if you know your competitor has a rotten reputation. But it’s a problem that’s been around forever. So, what can you do about beating lower-priced competitors without lowering your rates or your standards?

First off, really get to know your prospect. Understand their needs, wants and top priorities. The industry is what you know best – you can relate to homeowners and really level with them. The better you understand the clients, the better your suggestions for their living space will be.

I had my house painted recently and the bid came in 60% lower than the other bids. I took the bait because it’s human nature to want to save money. I’m not experienced in house painting, so I didn’t know what kinds of questions to ask to ensure the job was done right – and on time. (more…)