How Plumbing Companies Can Handle Tire Kickers and Close More Leads

Dealing With Tire Kickers in the Plumbing Industry

If you're in the plumbing business, you’ve probably said this at some point: “All I get are tire kickers!” You know, those folks who call up, ask for a price, and disappear faster than a wrench down a drain. It’s frustrating, but here’s the deal—tire kickers aren’t a new phenomenon. Plumbers were complaining about them back in the Yellow Pages days.

I’m Tyler Williams, the owner of Mammoth Marketing for Plumbers, and today, we’re diving into the world of tire kickers. We’ll break down why they exist, what turns them into actual customers, and what you can do to close more leads. And hey, if you find this useful, give me a shout in the comments—I’d love to hear your experiences!

What Is a Tire Kicker, Really?

Before we go too deep, let’s be clear—tire kickers are just regular people. They aren’t some special breed of customer sent to annoy you. They have a plumbing problem, and they’re searching for a solution. But instead of booking right away, they’re hesitant. Why? It comes down to trust and value perception.

A potential customer might call you first because you showed up in their Google search, but if you don’t have solid reviews, branding, or name recognition, they’re more likely to focus on price. Think about it—if they see that you have 2,000 reviews while your competitor has 200, that price conversation suddenly shifts. Reputation and branding help pre-sell your services before you ever pick up the phone.

Why Do Tire Kickers Fixate on Price?

Pricing is subjective. What one person thinks is expensive, another sees as fair. I grew up in Bethel, Alaska, where milk was $10 a gallon. When I moved to Fairbanks, it was $2. Same product, different market conditions. Plumbing services work the same way—your price is only high if the value isn’t clear to the customer.

So, how do you change their perception? Make sure they understand:

• The quality of your work

• The speed of your service

• The guarantees and warranties you offer

• Why your price is justified

And remember, some people genuinely can’t afford your service. While you can’t control their budget, you can focus your marketing on areas where customers are more likely to have disposable income.

How to Turn a Tire Kicker Into a Paying Customer

This is where the magic happens. If someone calls and asks for a price, instead of shutting down the conversation, dig deeper:

1. Ask about their problem: “What’s going on with your plumbing?”

2. Educate them on the solution: “Here’s what might be happening and what it could take to fix it.”

3. Explain the value: “We can get there today, and we guarantee our work.”

If they still say no? Follow up. Seriously. Call them back in 30 minutes and ask, “Hey, did you find someone? Just checking to make sure you’re taken care of.” Many plumbers never do this, so you instantly stand out.

The Role of Sales in Handling Tire Kickers

Marketing brings people to the door. Sales gets them inside. If you’re spending money on ads, every lead matters. Some companies complain about tire kickers from platforms like Angi or Google Local Services. Yet, others thrive on them. The difference? Sales skills and follow-up processes.

Think about it:

• If you have a strong call handling process, you’ll close more leads.

• If you make follow-up calls, you’ll recover missed opportunities.

• If you explain your value clearly, fewer people will fixate on price.

Your marketing investment is only as good as your ability to convert those leads. Every sale you make lowers your overall cost per acquisition.

Are Some Lead Sources Worse for Tire Kickers?

I polled plumbers about which platforms bring the most tire kickers. Here’s what they said:

1. Angi (formerly Angie’s List)

2. Thumbtack

3. Google Local Services

But here’s the twist—some plumbers swear by these platforms as their best lead sources. What does that tell us? It’s not just about the leads; it’s about how well you convert them. Two businesses in the same market using the same platform can have wildly different results based on their sales approach.

Stop Throwing Out Good Marketing Channels

Too many businesses give up on marketing channels before optimizing their processes. Before you blame a platform, ask yourself:

• Are we answering every call?

• Do we have a clear, persuasive way to explain our pricing?

• Are we following up with leads who didn’t book?

• Are we using customer testimonials and reviews to build trust upfront?

Business is about problem-solving. Every challenge is just another puzzle to figure out. If you embrace that mindset, you’ll grow faster and stronger than your competitors who just complain about bad leads.

Conclusion: Mastering the Art of Closing Tire Kickers

Tire kickers aren’t going anywhere, but that’s okay. With the right sales process, branding, and follow-up strategy, you can turn a fair percentage of them into paying customers. And even if they don’t book today, they’ll remember you the next time they need a plumber.

Want help figuring out where to focus your efforts? Let’s chat. Schedule a consultation at TylerWilliams.net and my team will take a look at what you need to do to grow your business.

Now go out there and close those leads!