I think you are too expensive.
Then shame on me for not articulating the value better.
Assuming you are pitching to someone who has the problem you solve and it is high enough on their priority list, then the response is not about the price at all.
Everyone likes to think they are either getting value for money, or better. You know, the feeling you get when you believe you just got a great deal irrespective of the actual cost.
That feeling will make them a champion of the cause rather than a reluctant participant.
Over deliver on value and you will in fact be able to charge even more.