Picture this: You've just delivered what you think is a killer proposal. Your potential client nods along, seems impressed, then drops the dreaded line: "This looks great, but we're getting bids from a few other companies."
Your heart sinks. Your mind races. Do you slash your price? Promise the moon? Send follow-up emails every day until they block you?
Here's the thing most service providers get wrong: The moment you hear "we're getting other bids," you're not in a pricing war. You're in a positioning battle. And if you don't understand the difference, you've already lost.
Why "Getting Other Bids" Isn't Really About Price
When a landscape architect tells me their biggest challenge is prospects always going with the "cheaper guy," I know exactly what's happening. They're treating symptoms, not the disease.
The disease isn't your pricing. It's your positioning.
Think about it: Does Apple panic when someone says they're comparing iPhones to Android phones? Does Tesla drop their prices when BMW announces a new electric vehicle?
Of course not. Because they understand something fundamental: When you're truly differentiated, you're not competing on price. You're competing on value.
The "other bids" objection surfaces when homeowners can't tell the difference between you and your competitors. You all promise beautiful results, mention your years of experience, and show similar portfolio photos. So naturally, they default to the only metric they can easily compare: price.
The Psychology Behind the Objection
Let's get inside your homeowner's head for a moment. When they say "we're getting other bids," they're usually communicating one of three things:
1. "This is a big investment and I need to be sure" - They're not necessarily unhappy with your proposal. A $50,000 outdoor renovation or $80,000 kitchen remodel deserves careful consideration.
2. "I'm hoping you'll work with us on price" - They love your design but are testing to see if there's flexibility in your numbers.
3. "I honestly can't tell you apart from the others" - This is the most dangerous scenario. You've failed to differentiate yourself, and now you're in a race to the bottom.
Understanding which scenario you're in determines your response strategy.
The Desperate Response vs. The Confident Response
Here's what desperation looks like:
"Oh, well we can definitely work with you on price. What are the other companies quoting? We'll beat any legitimate offer by 10%. We really want to work with you and we're flexible on everything."
You can practically smell the desperation through the screen.
Now here's what confidence looks like:
"That makes sense – a project of this scope deserves proper consideration. I'm curious, what criteria are you using to evaluate the different proposals? I want to make sure you have all the information you need to make the best decision for your project."
See the difference? The desperate response immediately concedes that you're a commodity. The confident response positions you as a partner who cares about their success.
The Three-Step Framework for Handling "Other Bids"
Step 1: Acknowledge and Redirect
Never ignore the objection or get defensive. Instead, acknowledge it's smart business practice while redirecting the conversation to value.
"I completely understand wanting to evaluate your options – that's exactly what I'd do with an investment this size. Before we talk about next steps, I want to make sure I've clearly explained why our approach is different and why that difference matters for your specific situation."
This does two things: It shows you're confident in your value proposition, and it gives you permission to reinforce your differentiation.
Step 2: Reinforce Your Unique Position
Don’t say, "We do high-quality work." Everyone says that. Say:
"Here’s something we’ve seen over and over: Homeowners come to us after working with a cheaper contractor who cut corners, disappeared mid-project, or left things unfinished. Our process is different—we assign a dedicated project lead, give you real-time access to timelines and budgets, and use premium materials we stand behind."
Now you’re not just another bid—you’re a safer bet
Step 3: Create Gentle Urgency (Without Being Pushy)
Urgency gets a bad rap because most people do it wrong. They create fake scarcity ("This offer expires at midnight!") or apply pressure ("You need to decide now or lose this deal forever!").
Real urgency comes from helping prospects understand the cost of delay:
"One thing I want to mention as you're evaluating options: We typically see our best results when clients implement these systems before their busy season starts. That gives us time to optimize everything before you're juggling multiple large projects. If you wait until spring to get started, you might miss out on some of the peak season opportunities."
This isn't pressure – it's helpful context that shows you understand their business cycles.
Advanced Positioning Strategies That Set You Apart
The Specialist Advantage
Generalists compete on price. Specialists compete on expertise.
"Are the other firms you're talking to specialists in landscape architecture, or do they handle all types of construction? We only work with outdoor living spaces, which means we understand things like drainage, plant performance, and permitting at a much deeper level."
The Problem-Solution Fit
Most companies lead with what they do. Smart companies lead with the problems they solve.
"A lot of our remodeling clients say their last contractor was impossible to get a hold of. That’s why we assign a dedicated project manager who updates you weekly. Would that kind of visibility help you feel more confident moving forward?"
The Case Study Close
This is where social proof becomes your secret weapon:
""That reminds me of a project we completed last year for the Johnsons. They were also getting multiple bids and almost went with a contractor who was $15,000 less. But after we showed them our detailed project timeline and explained our quality control process, they realized the other contractor was cutting corners that would cost them more in the long run. Two years later, they still tell their neighbors it was the best investment they ever made."
The key is using relevant case studies that mirror their situation, not generic testimonials.
Urgency Triggers That Actually Work
Seasonal Urgency
"Most families want their outdoor projects completed before summer entertaining season. If we can finalize your project by January, we'll have you enjoying your new space by Memorial Day weekend."
Capacity Urgency
"I want to be transparent with you – we only take on three major projects per season so we can give each family the attention they deserve. We have one spring slot remaining, but if you decide to go with someone else, our next availability would be fall."
Opportunity Cost Urgency
"I ran some quick numbers based on what you told me about your current lead generation. If our system performs similar to what we've seen with other landscape architects, waiting three months to implement could cost you roughly $45,000 in missed opportunities."
Investment Protection Urgency
"One thing I've learned over the years – when homeowners delay quality improvements like this, they often end up spending more later fixing problems that could have been avoided. The difference between doing it right the first time and fixing it later can be significant."
The Social Proof Stack
Smart positioning isn't just about what you say – it's about proving what you say with evidence.
Project-Specific Results
"Over the past three years, we've completed 47 outdoor living projects with an average customer satisfaction score of 9.8 out of 10. More importantly, 89% of our clients say their finished project exceeded their expectations."
Client Success Stories
"The Martinez family's backyard transformation went from concept to completion in just eight weeks. What they love most isn't just how beautiful it looks – it's how perfectly it fits their lifestyle. Their teenagers actually want to hang out at home now."
Process Validation
"Our design process has been featured in [Local Magazine] and we've been the preferred contractor for [Upscale Neighborhood] residents for the past four years."
What NOT to Do When You Hear "Other Bids"
Don't Immediately Discount
The fastest way to communicate that your price was inflated is to immediately offer a discount when faced with competition.
Don't Badmouth Competitors
"I'm sure the other companies are fine, but..." Stop right there. This makes you look petty and unprofessional.
Don't Get Defensive
"Well, you get what you pay for" is not a compelling argument. It's a defensive reaction that suggests you can't articulate your value.
Don't Chase
Sending daily follow-up emails asking "have you made a decision yet?" is the business equivalent of texting your ex every day asking if they want to get back together.
The Follow-Up Framework
- 48-Hour Follow-Up: "Hey [Name], just checking in and wanted to share one more idea we had for your project..."
- Value Add: "Saw this article on design trends and thought of you—whether we work together or not, I think you’ll find it useful."
- Final Follow-Up: "If you’ve chosen another company, I wish you a smooth build. If anything changes, we’re here."
Then stop. Don't follow up again unless they respond.
Turning the Tables: When to Walk Away
Sometimes the best response to "we're getting other bids" is "that's great – you should."
Here's when to consider walking away:
- They're clearly price shopping with no regard for value
- They can't articulate what success looks like
- They want to "think about it" indefinitely
- They're not the real decision maker
Walking away from bad-fit prospects isn't giving up. It's protecting your positioning and your sanity.
The Confidence Multiplier
Everything we've discussed comes down to one thing: confidence.
Confident service providers don't panic when they hear about competition. They don't immediately offer discounts. They don't chase prospects who aren't ready to buy.
Instead, they:
- Know their value and can articulate it clearly
- Understand their ideal client and focus on serving them well
- Have systems and processes that consistently deliver results
- Can walk away from deals that aren't the right fit
This confidence isn't arrogance – it's the natural result of being genuinely good at what you do and knowing exactly who you serve.
Your Next Step: Stop Competing on Price, Start Dominating on Value
The "other bids" objection will never disappear completely. But when you're positioned correctly, it becomes an opportunity rather than an obstacle.
An opportunity to reinforce your differentiation. An opportunity to demonstrate your expertise. An opportunity to show why you're worth more than the "cheaper guy."
The landscape architects and remodeling companies who understand this principle don't just survive in competitive markets – they thrive.
Ready to stop competing on price and start dominating on value?
If you're a landscape architect or remodeling company tired of losing deals to the "cheaper guy," let's talk. We specialize in helping businesses like yours attract higher-quality leads, improve your sales process, and earn more profit – without playing the price game.
In 30 minutes, we'll analyze your current sales and marketing approach and show you exactly where you're leaving money on the table. No sales pitch, no obligation – just actionable insights you can implement immediately.
Life's too short to compete with everyone. It's time to dominate your market instead.
