> And there's still a stigma with some people about high
    > priced consultants, when they know they can get it
    > 'cheaper' somewhere else.

The larger the stigma, the more of a pain-in-the-ass the client is going to be.

I used to work in another random industry where we did seminars. The less someone had paid to attend - starting at free - the more likely they were to be hard work and a draw on your attention. Customers who had paid for the actual seminar itself would give it their full attention, and would trust in our expertise to deliver to them.