I am not interested in competing on price (because I can't). My niche is better quality and higher in price and it is working! I tell our prospects before they even see my price to expect us to be one of the higher prices they have received. I follow up by giving them five bullet points of why I am worth it. This takes away their impulse to want to negotiate with me when they receive my price. They also don't immediately dismiss my quote simply because I am higher. They open my proposal expecting a higher price and look for reasons to justify hiring me despite it.