My partner and I have started our own company a few months ago and things are going okay. One of the main problems we're facing is that we're having a hard time communicating the price of our services (web development) to our clients.
We've both been working in the industry for about a decade so we know what we're worth but it's difficult to communicate to our clients what they are paying for. Our prices aren't outrageous, in fact they're very competitive, but a lot of the clients we meet seem to think that they'll pay next to nothing for their website and find themselves shocked when we quote them a price. When I see their body language change I feel that I fall on the defensive (I would like to avoid this).
Do you guys have any tips on how to broach the subject sooner so I don't lose a possible client after spending hours discussing their project in lengths?