Dealing with Price Shoppers
As a residential concrete contractor, you’ve probably heard this before:
“Thanks for the quote... but I found someone cheaper.”
Sound familiar?
Price shoppers are part of the game. They’re the homeowners calling three or four contractors, comparing numbers, and choosing based on price alone. The problem? Competing solely on price kills your profit, drains your energy, and attracts the wrong kind of customer.
Here’s how to deal with price shoppers without lowering your value—or your rates.
1. Understand What They Actually Want
Most price shoppers aren’t looking for the cheapest contractor—they’re looking for the best value.
What they’re really saying is:
“I don’t want to overpay.”
“I’m nervous about making a bad choice.”
“I want to feel confident I’m getting quality.”
Once you understand that, your job becomes helping them see why you’re the smart investment—not the cheapest option.
2. Lead with Value, Not Price
Instead of jumping into cost, paint the picture of what they’re getting:
Durability: “We use a strong mix design which helps prevent early cracking.”
Experience: "Imagine warm summer evenings on your new patio, surrounded by the smell of barbecue and the sound of family and friends coming together."
Establish Authority: "With over 200 patios under our belt, we know exactly what it takes to create a space you’ll be proud of for years to come."
Guarantees: “If there’s an issue, we don’t run—we fix it.”
💬 Try saying: “We’re not always the cheapest, but our customers call us when they want it done right the first time.”
3. Build Trust Before Dropping the Quote
When a lead reaches out, don’t just fire off a price and hope for the best. Take a few minutes to educate and build trust:
Ask questions about their goals.
Share relevant past projects.
Send photos, reviews, or even a quick video explaining your process.
The more they trust you, the less likely they are to go with the lowest bidder.
4. Have a Strong Quote Presentation
If you just email over a number with no context, you’re inviting them to compare you to the cheapest guy.
Instead, include:
A breakdown of what’s included.
Timeline and expectations.
What sets your company apart.
Past work aligned with what you're looking for.
📄 Consider using a branded quote template or short video walkthrough to explain your pricing.
5. Don’t Be Afraid to Walk Away
Not every lead is your customer—and that’s okay.
If someone only cares about price, won’t engage in conversation, and ignores your value… they’re likely not worth chasing.
🔒 Protect your time and energy for the people who respect your craft and are willing to pay for quality.
6. Offer Options Without Discounting
If you want to win more jobs without undercutting yourself, give customers two or three tiered options:
Basic Package – Standard driveway with broom finish.
Mid-Tier – Decorative borders or upgraded thickness.
Premium – Stamped concrete, colored options, sealed finish.
🧠 Let them choose based on budget, instead of forcing you to drop price.
7. Follow Up with Confidence
Following up is crucial should be apart of your sales process. Even if a lead says they’re shopping around, stay top-of-mind. Send a follow-up message a few days later:
“Hey [Name], just wanted to check in. Let me know if you have any questions or if you'd like help comparing quotes. We want to make sure you get something that lasts.”
This positions you as helpful, not desperate—and keeps the door open.
Final Thoughts
Price shoppers aren’t the enemy—they’re just cautious buyers. By leading with value, building trust, and staying professional, you’ll filter out the tire-kickers and attract homeowners who care more about quality than cutting corners.
And those are the clients that keep your business growing.
