I have ran into many many many either taking my time for granted or get freaked out with what I charge. I have to explain to them that hey, how about we sit down and talk about your site and I can give you a quote for your site and if you like what you hear and see from me that we can do business together, and if what you are seeing doesn't fit your needs then we can part ways and you have only wasted your time, and not spent a dime yet.
This has won over a few clients once they find out all that I offer on my website design/development.