I’m with Pride on this. I point out the possible reasons a company may be lower than me (such as illegal workers, lack of insurance, inferior products, etc.), and by doing this, I have weeded out all of the price shoppers.
I sell like I buy. I personally do not shop price for anything, because I KNOW you get what you pay for. There are enough people out there that are just like me that understand that I have bills to pay too, and understand that there are costs to running a legitimate business. People that cut corners regarding permits, insurances, licenses, etc. have no boundaries as to how many corners they will cut in my opinion.
Very often I will explain it like this… you may not like what you’re hearing as far as price, but how many other contractors pointed out to you that there are things beyond their control that are unforeseen? Such as the possibility of rotted sheathing. Did they point this out to you? Sounds like bait-and-switch to me. What are they hiding? A person needs to know the worst case scenario before they get into the project in my opinion, because it really protects them and me. I don’t want to be stuck in a situation where a customer can’t afford to replace the sheathing, and I don’t think they should either.
Back to the subject, I am street smart and when I meet a double talking jerk that never really helps me know anything, I think I can spot him. These are the guys that hire the illegals and they’ll never beat me for a job that I want. Just like a customer doesn’t want an incompetent roofer, I don’t want an incompetent customer, those guys can have them. If you’re a PROFESSIONAL roofer, you should be paid like one. For all I care, they can see my tax returns. I have no guilt or shame for doing it right and making them pay the price for my product.