The other roofer's number is a few thousand lower
The short answer
Find out what the lower number leaves out. Ask for the other quote, or ask what it covers: decking repair, underlayment, flashing, cleanup, warranty and who does the work. Show where your price pays for something the other does not. If it does not, say so and let the buyer choose.
Take this call against an AI buyerWhy buyers say it
Much of a roofing job is hidden under the shingles, so two quotes can look the same and be very different jobs. The buyer cannot see the difference, so a few thousand dollars looks like easy money saved. The buyer is also afraid of overpaying.
How reps lose the deal on it
- They match the lower price on the spot. The buyer now doubts the first number and the whole company.
- They call the other roofer cheap or a fly by night. The buyer chose to talk to that roofer and hears it as an insult.
- They list their own features without asking what the other quote includes. The buyer cannot tell which story is true.
Stronger lines to say
- “Thanks for being straight with me. Can you send me their quote? I want to look at decking, underlayment, flashing and the warranty, and tell you what differs.”
- “If they include everything mine does, they may be a good choice. If they leave something out, I’ll point to it so you can ask them.”
- “I’d rather lose this on a fair comparison than win it on a guess. Can I look at both quotes with you for ten minutes?”
Questions reps ask about it
Does it matter who actually does the work?
Yes. Some roofers run their own crews and some subcontract every job. Neither is wrong, but the buyer should know who shows up and who answers if something leaks. Suggest they ask the other roofer the same question. Then explain who your crew is and who handles a callback.
When is it right to hold my price?
When you can point to a difference the buyer can check: a longer warranty, repair of rotted decking, or a crew that does the work itself. If you cannot name one, expect the lower bid to win, and say so.
How do I explain a workmanship warranty against a manufacturer warranty?
The manufacturer covers the shingles. The workmanship warranty covers the install, and a leak at a flashing or a valley is an install problem. A cheaper quote may carry a short workmanship warranty or none. Say how long yours runs, what it covers and who honors it.
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