Brian,

A lot of good advice here. Be patient and don't lower your prices. Your work will eventually speak for itself and its worth. It takes time to develop this business. I lose about one sell a week to "shoppers" and as said above, you don't want to work for a cheapskate, you'll likely regret it.

One thing I do if I feel a potential client is hedging is to ask for their email address and send them a sample copy of one of my reports. My reports are very detailed and have good photos embedded. Have a good sample report stored on your computer so you can easily send it out in a timely manner. This approach seals a lot of deals for me.

The other thing, as mentioned above, is sell yourself. Let the client know that while you might not be the cheapest, you are one of the best.

Good Luck!

Eric