Mike Andes gives practical pricing advice: always ask and learn a prospect's budget (ask for a number), then adjust scope or timing to fit that budget; only offer discounts when you have substantial excess capacity (e.g., many idle trucks or staff) to fill schedule.
You got to know their budget. And so whether you're doing follow up phone calls or customer says, hey, I got to think about it, this is a little too expensive or whatever. I need to know what their budget is. It's above my budget. Okay, great. What is your budget? Did they give you a number? Then I can work with them because I can either delay the project off into my off season or I can change the scope of work to fit inside their budget. The only other time to discount is if you have massive amounts of excess capacity. You have a whole bunch of trucks, you have a whole bunch of employees. You could do way more work than what you're currently doing. That's the only other time I would reduce the price and give them a discount to get the job on the schedule.
