How to navigate multiple bids?

A Contractor University Member recently utilized the Ask-The-Expert Q&A feature within the member dashboard by submitting the following question and received the response below.

Contractor Question:

“How do you handle the “I want to get multiple bids” objection? What should we do if another contractor offers similar guarantees and even does load calculations too?”

Contractor University Expert Response:

“You can get control of the conversation by teaching the customer how to buy. When someone says they’re getting multiple bids, lean into it. Most homeowners don’t actually know how to compare bids. Use that as an opportunity to walk them through what matters: proper design, load calculations, airflow, installation standards, and long-term protection.

If another contractor claims to offer similar guarantees, do your homework. Mystery shop them and find out what they’re really offering. Then highlight the differences—not just in the guarantees, but in your process, your thoroughness, and how you back it up with social proof: permits, years in business, reviews, and customer testimonials.

Remember that the issue isn’t price, it’s risk. Most customers aren’t price-sensitive—they’re trying to avoid making a mistake. Show them how you remove risk through solid guarantees, proven performance, and flexible payment options. And if possible, send them a comparison checklist ahead of time so they can objectively weigh their options. You’re not just another bid. You’re the one helping them make the right decision.”

Contractor University members can click here to log in to their member dashboard and submit a question through the Ask the Expert portal.