How to Win Against Competitors Who Underquote You

Zach Calhoon

27d (edited) • General discussion

When you quote a virtual tour, drone project, or real estate photos/videos, there’s always that little fear…

“What if someone else comes in cheaper?”

That fear is so strong it can make you lower your price without even realizing it.

Sometimes, there isn’t even a competitor. It’s just you being insecure.

But before you slash your prices, do these three things:

1. Ask if someone else has quoted the project.

It’s completely okay to ask.

If you don’t know whether there are competitors, how could the client possibly know if you’re cheaper, better, or more valuable?

Try to get a frame of reference. Don’t always ask directly, “What did they quote?” Instead, float a number and say:

👉 “Is their quote above or below this?”

This gives you an anchor point.

Then position yourself:

“I want to win your business and do an amazing job. But I also know the time, effort, and value required to deliver a world-class result.”

2. Paint a vivid picture of the end goal.

Sales isn’t about features. It’s about outcomes.

Your customer doesn’t just want photos or a tour. They want sales, leads, traffic, or credibility. That’s the real end goal.

Show them what life looks like if they choose you versus someone else.

Example: When someone tells me they got a Matterport quote, I say:

“That’s unfortunate. With Matterport, you’re stuck with the weird dollhouse view. No drones. No editing later. No customization. On CloudPano, you get complete control — plus you can add lead capture elements directly inside the tour. That means you generate leads organically, without paying for ads. And those leads? They’re more engaged and higher quality than the ones you get anywhere else.”

See the difference?

You’re not selling “a tour.” You’re selling more leads, more sales, and less wasted time.

And if the client insists it’s just about price?

Tell them:👉 “Sure, I can do that price — but we’d have to reduce the scope.”

3. Ask for “last look.”

This is a powerful play.

Here’s how it works: after they’ve gathered all quotes, ask if you can take a “last look” before they decide.

Not every client will say yes, but if you’ve built rapport, many will.

Why? Because they know you’re willing to sharpen your pencil to earn their trust and partnership.

You can say something like:

👉 “If it means I get to work with you on this project, I’m happy to take another look and adjust.”

This positions you as collaborative, flexible, and invested in their success.