Start with the evidence
Review the quoted scope, stated amount, requested timing, actual availability and documented response. Separate a clear price objection from a staff inference. Check whether the customer compared equivalent services and whether information changed after the quote. Do not treat silence as a confirmed price rejection.
A worked example
Fictional review: ten quotes include three bookings, two explicit price objections, two timing conflicts, one changed request and two unknown outcomes. Price objections are two of ten quotes, or 20%; they are two of five known not-booked outcomes, or 40%. Both rates can be correct when labeled. Neither supports saying that every unsuccessful quote was too expensive.
Decision reference
| Record | What it establishes | Next action |
|---|---|---|
| Caller says “too expensive” | A stated price objection | Record scope and quote basis |
| Caller disconnects | Outcome unknown | Do not assign a price reason |
| No truck available | A capacity constraint | Review coverage before discounts |
Choose the next action
For a documented price objection, compare scope clarity and the economics of the work before changing the offer. For timing conflicts, review capacity and expectation-setting. For unknown outcomes, assign a reasonable evidence check if appropriate. Do not use a discount to compensate for a service the business cannot safely or practically provide.
Check whether it worked
After a targeted change, compare the same classifications and preserve unknowns. Review contribution on accepted work, not just booking rate. A lower price may win more work while leaving less toward overhead. Use the quote-loss review to keep the reason and next action tied to each anonymous request.
Put it to work
A record you can use
- Quote scope and amount
- Customer’s stated reason
- Known versus inferred classification
- Reason-specific action
- Booking and contribution review
Plain text. No email required. Store completed records in your approved business systems.
Next useful step
Need help applying this to your marketing? A strategy call starts with your business and the evidence you have.
Talk through your next step →For a general editorial question, email Chris. Please leave out customer details. Questions are private, and no response time is promised.