There is one more thing... Over time, I've learned to detect 'price range.' Without them saying it (and obviously without me asking), I can usually tell you before the estimate is over, how MUCH they're willing to pay, and that's their 'price range.' IF this price range is somewhere near my own, we're in business. If their HIGHEST is still way below my LOWEST, it's time to quote an even HIGHER than standard price. Here's an example:
I had a bid to move (yup, dig out and re-plant) 12 Leyland Cypress trees (smaller ones, about 7-10 foot tall each), all in a row, an underground power line MAY have presented some issues, either way, you need an excavator because you do NOT want to dig out established trees with a shovel (I have done it, is how I know). Anyway, as I'm talking, I detected customer's price-range was around 200-300 dollars, while my price range was 600-750.
By the way, I had already told the person it would be cheapest (yeah see, I'm not stupid) to simply cut the old ones off and haul away the debris, and plant new ones. Because you can buy new ones (small, foot-tall models) at Home Depot for around 12 bucks each... But no, no, didn't want to 'kill' a living thing... Ok, so 7-10 foot tall Leylands now are at least 50 dollars each new, more like 80-100... see, here goes: You need 12 trees moved, each is worth 75 bucks or so, gee, you're looking at 1,000 dollars worth of plant.
This means:
1) I COULD've done it for as little as 400... That would've been my lowest price, down to the wire and if I am desperate, make one mistake and lose money. Quote them this price and NOW they start to haggle or better yet, give me the dirty look. Besides, customer had already stated they did not want this. <- This can pizz me off on a bad day too, all the whining about the price but oh NO we don't want cheap work!
2) Quote 600-750 and the bs begins with the cough, choke, wheeze, gasp.
So, I quoted 975 and the bs was over right then and there. It shocks them, their brain freezes and they can't even THINK of wheezing, and I was on my way out of there. Also, now anyone comes along and quotes the old 400 (yeah because back in the old days I WOULD've made that mistake), and gee, they go for it readily and now someone else gets to learn what I've been through so many times.
Meanwhile, they are SO shocked by my price, they will NEVER call me again (that was another one used to frustrate me, some call you time and again just for you to go through the bs again and again).
I love it.
p.s.: I give estimates in my car - Cheaper on gas, especially since at least half the time, I don't get the job.