"From my experience, clients often come to me as a referral or because they've seen something I've done already and they think they really must have exactly that same thing. My first question is, 'Aside from the look, why do you want that? Tell me about you and your company first.' I like to get to know the client because I want the work I do to reflect them as much as possible, with my vision on it.
"When clients refer to designs in my portfolio and say they want something similar for their project, I tell them, 'That's a $15,000 (£9,741) project, and your budget is $2,300 (£1,493). Let's take inspiration from that project, but tailor something for you that will fit your budget and needs.'"
The bottom line is that the more your client understands what you do, the more they'll trust what you do.