Cordell, it's a sad but true thing that people are too often caught up in perception. If you want to get business you have to manage that by being able to look impressive. If you want to stay in business, you also need to be impressive.
People have problems with exponentials and intangibles. This is why they find it difficult to pay people for information, expertise, etc. That's an intangible. The same people that don't want to spend a couple hundred for an image will drop more for a cell phone. They simply can't pinpoint a fair price for an intangible. The market varies far too wildly because the providers of these services find it as difficult to price their work as buyers do.
So, you can fight it, and perhaps lose clients. Or you can play to it, and profit. Choice is yours.
Max