What to Say When They Say “We’re Getting More Bids.”
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Key Takeaways
Don't react emotionally or defensively when a client mentions getting more bids; it's often not a personal attack.
Proactively ask early in the sales process about their research and what they've learned to gauge their understanding and expectations.
When faced with 'getting more bids,' acknowledge their choice ('Totally fair.') and then ask, 'What are you hoping to find in those other bids that you haven't already found here?'
If the client reveals it's about price, ask 'What were you hoping to invest?' to get a concrete figure, rather than just assuming they want cheaper.
If the client expresses uncertainty, ask 'Tell me what's still unclear?' to provide immediate clarity and build trust, positioning yourself as an educator.
Recognize that clients are often shopping for certainty and clarity about the project, process, and trust, not just the lowest price.
Focus on building value around the client's motives and differentiating your sales process to avoid being seen as 'just another bid.'
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