People buy from people they like. Sales is an art. Although there are tactics like an alternative close you mentioned, some of those tactics work better on small ticket items than when your asking someone to spend $5-10K or more. I try to create a rapport with the person so they feel extremely comfortable dealing not only with me but with what we are going to do and I want them to look forward to it. If you perform well once you have the job, they will be customers for life, but it doesn't happen overnight. I lot of my quotes don't commit for a month or longer. The job we just finished was a $12,000 cabinet job. I was the highest price by $3000. He didn't commit to me for 3 months, but was the most comfortable with me and my process, so I got the job, but I didn't hear from him for 3 months. We just finished it and he said he couldn't have been happier with the result and made the right choice. Maybe 5-10% want to commit on the spot, and some call me after years. You need a pipeline working and it just takes time. I say keep plugging away. The more quotes you have in your pipeline, you will eventually reap the results of your hard work. My personal experience is that craigslist is not a great source for leads. Lots of tire kickers, so you just spin your wheels unless you are offering the cheapest price. Knocking on doors works too, but has a lower success ratio as well. The upside is they are free or very cheap. When you are looking for the customer, you have to talk to way more people. When they are looking for you, your odds are much better. For me, direct mail has always turned out decent results because the customer is coming to you, but you have to spend much more money. If you have the money, and can really get some better leads coming your way though. And of course you need a web presence and a google listing so people can find you once your reputation starts to grow. Unfortunately, it just takes time and you need to be patient.