One thing that has worked well is offering two or three options of just one price. When a homeowner sees a standard and premium version side by side they stop comparing me to other contractors and start comparing my options, against each other. I also list exactly what is not included, such as permits, disposal or patching. That quietly prompts them to ask the bidder the same questions and sometimes the lower number is not so low after all. Speed matters. Getting the quote out the same day often wins before price even comes into it.
