Has this ever happened to you: You go to a prospect’s home to look at a potential job. During the conversation, the prospect tells you that they are collecting multiple estimates and will get back to you.
It’s an effective tactic. The prospect doesn’t want you to get all “salesy” in their face, and they are afraid that you (and your competitors) will use pushy tactics. So they diffuse that threat with the multiple estimates approach, which also makes them feel like they are logically deciding based on the merits of each estimate. Problem is, you and I know different: Most
