The Price Shopper Phone Script
Print this. Keep it by your phone. Use it every time.
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When They Ask "How Much?"
1
Don't give a number yet
"Great question. I want to give you an honest answer, not just a number that sounds good on the phone. Can I ask you a couple quick things first?"
2
Ask these 3 questions
How long has this been going on? (tells you urgency)
Has anyone looked at it before? (tells you if they're shopping)
Urgent or planning ahead? (how much time you have)
3
Give a range — not a number
"Most customers end up paying somewhere between $X and $Y. The exact number depends on what I find when I'm there. I'd rather tell you a range and be right than throw out a low number and surprise you later."
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When They Push Back on Price
They say:
"That seems expensive. The other guy quoted me $X."
✅
Acknowledge it
"I hear you. If price is the only thing that matters, there are cheaper options — I won't pretend otherwise."
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Open the door
"Did that other guy ask you any questions about the job — or did he just give you a number?"
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State your value
"I give you a price, I stick to it. No surprises, no hidden fees. A lot of customers called me after going with the lower quote — because the job wasn't done right the first time."
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"Just Give Me A Number" Customer
"Look, I just need a ballpark. I'm calling around."
1
Give the range anyway
"Based on what you've described, probably $X–$Y. That said, I'd hate to lock you in before I've seen it."
2
Offer a free estimate visit
"Here's what I can do — I'll come by and take a look. No charge for the visit. You get an exact price and decide from there. Does that work?"
💡 Why this works: Once you're standing there, you're no longer a voice competing with a voice. You're a professional in their home.
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Closing The Call
1
Give TWO options — not an open question
"What works better — Tuesday morning or Thursday afternoon?"
❌ Never ask "When would you like to meet?" — that's an open door to "I'll call you back."
2
If they're still not ready
"No problem. When you're comparing guys, just ask one thing: 'Will you put that price in writing?' The ones who will are the ones you can trust. I always do."
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Quick Reference — The Whole Script at a Glance
Ask 3 questions before giving any price
Give a range, not a number — and explain why
"If price is the only thing that matters, there are cheaper options — I won't pretend otherwise"
"Did the other guy ask you any questions?"
"I give you a price, I stick to it. No surprises."
Offer a free estimate visit if they're on the fence
Close with two time options — not an open question
Speed = professionalism. Call back within the hour, always.
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The Golden Rule of Price Shoppers
Not every price shopper is a bad customer. But the ones who only care about the lowest number will be the hardest to please, slowest to pay, and most likely to leave a bad review. This script converts the good ones — and gently filters out the rest. The customers who respect your process are the ones worth building a business around.