Reading through this thread on the locksmithing subreddit, I saw a lot of the same sentiments that I did on the thread about end users buying direct online: we have a lot of expenses and the customer should just shut up and pay what they're told.
Seems to me that it's on us to justify our charges. If your customer is uncomfortable paying what you ask, then you need to explain what exactly it is you're bringing to the table. Cheap jerks do exist, but if everybody you try doing business with can't see what value you add to the transaction, maybe you need to work on your presentation skills.
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