Maybe you need to avoid discussing price until you have first discussed
the project and all the wonderful things you will create for your
client. For a lot of clients, the raw price is scary; if they know
ahead of time all that goes into it (you can inject these details into
the discussion without being too obvious or lecturing them on your
methods),they might better understand what they are getting for their
money. I never give an off-the-cuff price; a quote is always
accompanied by a detailed description of what I'm going to do to earn
that fee. If it's still too high for your client, you might discuss
ways to lower the price, not by lowering your rates, but by changing the
approach, or having the client do some research, etc.
By the way, we are ALL students, always. I run into new wrinkles all
the time, both in work and in client relations. Keeps life interesting!