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AQuoting a price to a brand-new client who has no prior experience with a company's work is noticeably harder than negotiating a renewal with an existing one, since there is no track record yet to point to as justification for the number being proposed.
BRather than simply stating a price, explaining the specific value behind it, such as the time saved or the particular expertise involved, gives a new client a reason to see the number as reasonable rather than arbitrary.
COffering a smaller, lower-risk first project, rather than insisting on a large contract immediately, is a common strategy for building the track record that later pricing conversations can then genuinely rely on.
DProviders who quote a price too low at the very start, hoping to win the client's trust quickly, often find it considerably harder to raise prices later, since clients tend to anchor strongly on whatever number they were first offered.