So coming from a previous business owner and now software engineer, a lot of people in this thread are saying it's the clients fault, and there's not much you can do. I disagree. In sales, a common misconception is that I cant sell because my prices aren't low enough. I'm thinking you need to read books from authors such as Tom Hopkins, Dale Carnegie, etc and head over to /r/sales.

I ran a construction firm prior to being an engineer doing design/build, and let me tell you price was rarely the bottom factor, however guess who cared about price the most? Cheap clients who will treat you terribly. Now that might be the case, but I rarely ran into them.

It's nice you break down the overall costs and try to educate the client. You mention providing solutions, but how detailed are you going? Often times I ask my clients what their needs are, how I can solve them, and what might happen if someone that solved them did a bad job(SEO is a great place where doing it wrong can cost them more in the long run). You need to find their pain points, the whys, and what drives your client into wanting a website, and how you are the perfect fit to solve it. I'm sure your competitors are doing that as well.