Sometimes you are genuinely more expensive. Often the other caterer is simply worse at maths and will lose money on the job. But assuming your price is right, here is why quotes lose.
- Your quote was a number, theirs was a picture. A client cannot compare food quality — they have not eaten either. They compare documents. "Catering for 80 guests — $2,850" looks invented. An itemised quote showing canapés, mains, staffing, delivery, linen and cleanup looks like value. Itemise every time. Half of catering pricing is education.
- You gave one option. Yes-or-no is a coin flip. Give three and the question becomes which one.
- You did not say what was included. Write it out explicitly: how many staff and for how long, whether china and linen are yours, whether setup and breakdown are included, what happens if numbers change, when final numbers are due. Left unsaid, the client assumes the cheaper quote includes everything yours does.
- You quoted and went quiet. Follow up within three days with something useful — a note about their venue's kitchen access, a question about dietary needs. Not "just checking in." Caterers who follow up win more work than caterers who cook better.
- You discounted on the phone when they said it was over budget. Never do this. Decide in advance what you would change to reach a lower number — service style, menu length, timing — then offer that instead of cutting your price.