How to Handle “We’re Getting 3 Bids” (Scripts Included)

Every home service contractor hears it: “We’re getting three bids before we decide.”

Your first instinct is panic. You just spent 90 minutes diagnosing the problem, building rapport, presenting options—and now they’re shopping you against two competitors who’ll undercut your price.

Here’s the truth: “getting other bids” isn’t a rejection. It’s a buying signal. They’re interested enough to invest time comparing options. Your job isn’t to talk them out of it—it’s to position yourself as the obvious choice when they do compare.

Why “Getting 3 Bids” Is Actually Good News

Most contractors hear “we’re getting other bids” and assume they’ve lost. That’s wrong.

If the homeowner wasn’t interested in solving the problem, they wouldn’t be getting bids at all. They’d say “we’re not ready” or “we’ll call you when we’re serious.” The fact that they’re actively shopping means they’re ready to buy—they just need confidence in their decision.

The mistake contractors make is treating this like an objection to overcome. It’s not. It’s a normal part of the buying process for any significant home investment. Your roof, HVAC system, or kitchen remodel isn’t an impulse purchase. People compare options. That’s smart.

The question isn’t whether they’ll get other bids. The question is: Will you be the one they remember when they compare those bids?

What They’re Really Saying

“We’re getting three bids” translates to one of three things:

1. “I don’t trust you yet.” They need social proof, credibility, or reassurance that you’re not going to screw them over. This is especially true if you’re the first contractor they’ve talked to. They have nothing to compare you against yet.

2. “I don’t understand the value.” You presented a price, but they don’t see why it’s worth that much. They’re hoping another contractor will explain it better, or they’ll find someone cheaper who “does the same thing.”

3. “I’m a comparison shopper by nature.” Some people just need to see three options before they feel comfortable making a decision. It’s not personal. It’s their buying process.

Your response should address whichever driver you suspect is at play. Sometimes it’s all three. That’s fine. You can handle all of them with the same framework.

The Worst Responses (And Why They Backfire)

Before we get to what works, let’s talk about what doesn’t.

“I can match any price you get.” Now you’ve just told them you were overpriced to begin with. Why should they trust you? Plus, you’ve reduced the conversation to price alone. If that’s the game, you’ve already lost.

“Most of our customers don’t shop around.” This makes them feel dumb for wanting to compare. You’ve just created defensiveness. Not helpful.

“I can give you a discount if you sign today.” You’ve proven your price was negotiable, which means your initial quote wasn’t honest. Trust destroyed. Plus, urgency tactics like this feel manipulative, especially in home services where trust is everything.

Silence or defensiveness. Some contractors clam up or get visibly frustrated when they hear “getting other bids.” The homeowner picks up on that energy. Now they’re not just comparison shopping—they’re actively hoping someone else is better to work with.

None of these responses position you as the confident, trusted expert. They position you as desperate, transactional, or dishonest. Not good.

The Framework That Works

Here’s the script. It’s adaptable to any trade, any situation, any customer:

Step 1: Validate their decision.

“That makes total sense. This is a big investment, and you should absolutely compare your options. I’d do the same thing.”

You’ve just given them permission to shop around. Paradoxically, this makes them less likely to actually go through with it—or if they do, they’re comparing with you as the benchmark, not as an afterthought.

Step 2: Position yourself as a resource, not a vendor.

“If you don’t mind, let me share a couple things to look for when you’re comparing bids—just so you’re comparing apples to apples.”

Now you’re the expert helping them make a smart decision, not a salesperson begging for the deal. This reframes the dynamic completely.

Step 3: Educate them on what to compare.

This is where you differentiate on value, not price. Here’s the template:

“Most homeowners compare price first, but that’s actually the least important factor. Here’s what I’d focus on:

• What’s included in the scope? Some contractors will quote just the work itself. Others include permits, debris removal, cleanup, warranty. Make sure you’re comparing the full scope, not just the headline number.
• What’s the warranty? A cheap job with no warranty can cost you more in the long run. Ask what’s covered and for how long.
• Who’s doing the work? Are they using employees or subcontractors? How long have they been in business? Can they show you recent projects like yours?
• How long will it take? A low price doesn’t matter if they don’t show up for three months or drag the job out for weeks.
• What happens if something goes wrong? Do they have insurance? Who do you call if there’s an issue after the job is done?

Those are the questions that matter. Price is just one piece.”

Step 4: Anchor your value.

“The reason I’m sharing this is because I want you to feel confident in whoever you choose—whether that’s us or someone else. But I will say this: the homeowners who choose us usually tell me afterward that the other bids were lower, but they didn’t feel as confident in those contractors. So they paid a bit more for peace of mind.”

You’ve just planted the seed that you might not be the cheapest, but you’re worth it. And you’ve done it in a way that sounds helpful, not defensive.

Step 5: Give them an easy next step.

“Here’s what I’d suggest: take your time, get those other bids, and then let’s reconnect in a few days. I’m happy to answer any questions that come up or walk through anything that’s unclear. Sound good?”

You’ve kept the door open without being pushy. You’ve positioned yourself as the consultant they can come back to, not the vendor they’re trying to escape.

This entire exchange takes 2-3 minutes. It’s conversational, not scripted. It doesn’t feel manipulative because it isn’t. You’re genuinely helping them make a better decision, and in the process, you’re making yourself the obvious choice.

When They Come Back: The Follow-Up Script

A few days later, they’ll either call you back or they won’t. Either way, you follow up. Here’s the script:

“Hey [Name], just wanted to check in—were you able to get those other bids? I know it can be a pain coordinating schedules.”

If they say yes:

“Great. How did those go? Do you have any questions about our proposal, or is there anything you’d like me to clarify now that you’ve seen other options?”

If they say they went with someone else:

“No problem, I appreciate you letting me know. Out of curiosity—and this is just for my own learning—what was the deciding factor? Was it price, timeline, or something else?”

Sometimes you’ll find out it wasn’t price. Sometimes they went with a family friend. Sometimes they just had better chemistry with another contractor. That’s fine. You’ve learned something for next time.

And sometimes—more often than you’d think—they’ll say “Actually, we haven’t decided yet. Can you come back out?” Or “We went with someone else, but they flaked. Are you still available?”

This happens all the time. If you stay professional and helpful, you’re the backup plan when the cheap bid falls through.

The Role of AI in Handling Objections Like This

Here’s the problem with scripts: they only work if your reps use them. And they only improve if you know when reps are deviating from what works.

Most sales managers can’t listen to every call. They catch maybe 10% of conversations, and by the time they give feedback, the rep has already had 50 more calls where they made the same mistake.

This is where AI sales coaching changes the game. AI can analyze 100% of your calls—live or recorded—and identify exactly when reps hear “getting other bids” and how they respond.

AI can flag when a rep gets defensive, when they offer an unnecessary discount, when they fail to reframe the objection, or when they don’t follow up. It can track which responses lead to closed deals and which lead to no-callbacks.

For example, AI might surface: “When reps use the ‘apples to apples’ comparison script, they close 40% of those deals. When they don’t, they close 12%.” Now you know exactly what to coach.

AI doesn’t replace sales training. It makes training real-time and data-driven. Instead of generic role-plays, you’re coaching reps on the exact moments they struggled in actual calls.

If you’re tired of reps panicking when they hear “getting other bids,” AI coaching surfaces those moments and helps them build confidence through repetition and feedback. You can track improvement week over week, rep by rep.

What To Do When They Never Call Back

Sometimes they ghost. You sent the proposal, they said they’d get other bids, and then… nothing.

Don’t take it personally. Here’s your follow-up sequence:

Day 3: Text or email checking in. “Hey [Name], just following up—were you able to get those other bids? Let me know if you have any questions.”

Day 7: Voicemail or email with a helpful resource. “Hey [Name], I know you’re probably busy comparing options. I thought this might help—here’s a quick checklist of what to look for when comparing [service] bids. No pressure, just want to make sure you make the best decision for your home.”

Day 14: Final follow-up. “Hey [Name], haven’t heard back so I’m assuming you went with another contractor. No worries at all. If anything changes or you need help down the road, feel free to reach out. Best of luck with the project.”

If they don’t respond after that, move on. Don’t be the desperate contractor calling every week. That’s annoying, not persistent.

But here’s the thing: a shocking number of homeowners will respond to one of these follow-ups. Why? Because the cheap bid didn’t show up, or the project took longer than expected, or they realized after the fact that they should’ve gone with the professional.

Your professionalism in the follow-up keeps you top-of-mind when that happens.

The Bottom Line

“We’re getting three bids” isn’t a rejection. It’s a buying signal. They’re ready to move forward—they just need confidence in their choice.

Your job is to position yourself as the trusted advisor, not the desperate vendor. Validate their decision to compare. Educate them on what to compare. Anchor your value without being defensive. Follow up professionally.

And if you want to scale this across your entire team, AI coaching ensures every rep handles this objection the same way—confidently, professionally, and effectively.

Most of the homeowners who say “we’re getting other bids” will eventually choose someone. Make sure it’s you.

Related Topics: sales objection handling scripts, home services sales training, contractor closing techniques, handling price shoppers, sales follow-up best practices, AI sales coaching for contractors, in-home sales confidence