The difference between a $50K project and a prospect who "needs to think about it" often comes down to the words you use in those critical conversations.
I've spent years working with landscapers and remodelers who transform backyards and kitchens... and their businesses. The ones crushing it aren't necessarily better at designing patios or installing cabinets. They're better at communication.
The Opening: Don't Pitch, Start a Story
Most contractors start with: "So, what project are you looking to do?"
STOP.
This immediately positions you as an order-taker, not a trusted advisor.
Instead, try:
"I appreciate you taking the time today. I've found that most homeowners looking to [transform their backyard/remodel their kitchen] have a specific moment when they realized 'enough is enough.' What was that moment for you?"
Why this works: You're inviting them into a story where they're the hero, and the emotional trigger matters more than the technical details. People make decisions based on feelings, then justify with logic.
Questions That Sell (Without "Selling")
The best contractors ask questions that uncover the real motivation behind projects. Your prospect doesn't want "new landscaping"—they want the feeling of stepping into their backyard and thinking "damn, I've made it."
Try these instead of basic qualifying questions:
- "When this project is finished, what's the first thing you want to do in your new space?"
- "Who else in your life is going to be most excited about this transformation?"
- "If we were sitting here a year from now, what would make you say this project was absolutely worth every penny?"
Each question reveals their true motivations—which you'll echo back when handling objections later.
The Price Conversation: Reframe It Completely
When a prospect says, "That seems expensive," most contractors immediately go defensive or start justifying costs.
Instead, try this framework:
"I completely understand. Can I share why other homeowners ultimately felt this was actually the right investment for them?"
Then:
"Most people we work with initially had the same concern. But they found three things made the difference: First, quality materials mean you're not redoing this in 5 years. Second, our process eliminates those horror story delays you hear about. And third, the design actually increases your property value beyond the cost of the project. Which of those three matters most to you?"
This does two things brilliantly:
- Acknowledges their concern without validating it
- Repositions price as an investment with specific returns
Creating Urgency Without Being Pushy
The worst thing you can say: "This price is only good if you sign today."
Nobody believes that garbage anymore.
Instead, create natural urgency:
"Based on what you've shared about wanting to enjoy this space by summer, we really only have about a 3-week window to start the project if we want to hit that timeline. Our next available slot starts [specific date]. After that, we'd likely be looking at completion in late August. How important is having this done for summer?"
Real deadlines based on their goals > artificial sales pressure.
The "Think About It" Objection Killer
When someone says they need to "think about it," they're really saying one of three things:
- "I'm not convinced this solves my problem"
- "I'm not sure I can trust you"
- "I'm not comfortable with the price"
Your response:
"I completely respect that. This is a big decision. Many of our clients needed time to consider their options too. Would it be helpful if I addressed the specific aspects you're unsure about? Most people are typically thinking about either the design approach, the timeline, or the investment—which of those would be most valuable to discuss further?"
This gently forces them to articulate their real objection, which you can then address directly.
The Closing Framework
Here's the 3-step framework that's generated millions in projects:
- Reflect their vision: "Based on everything you've shared, you're looking for a space where your family can gather outdoors without feeling cramped, with a fire feature that extends your outdoor season, and landscaping that doesn't require weekend maintenance. Did I capture that correctly?"
- Bridge to solution: "The design we've discussed accomplishes all three of those priorities through the extended patio design, the built-in fire table with seating, and the native plantings that require minimal care."
- Assume the close: "We have two ways most clients move forward. Option A is [payment structure 1], and Option B is [payment structure 2]. Which would work better for your situation?"
Notice what we didn't do: beg, discount, or act desperate. Champions don't chase.
👉 Your Next Step: The No-Risk Growth Audit
If you're a landscaper or remodeler struggling to convert qualified leads into high-ticket projects, I'd like to make you an offer that's helped companies like yours add $250K-$500K in annual revenue.
Our team offers a completely free Growth Audit for home improvement businesses. We'll analyze your current sales process, identify the exact language patterns and objections that are killing your close rate, and give you a custom roadmap to fix it.
No BS, no obligation. Just actionable insights from people who've helped companies like yours transform their entire approach to sales.
Here's the deal: I only do 5 of these audits per month because we get deep in the weeds to deliver real value. So if you want one, don't "think about it" (see what I did there?)—click the link below to schedule yours now.
