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two, they come back with some counter-estimate from some fictive alternative source (a friend had a friend who had a website built for them) that is radically cheap.

There’s nothing wrong with negotiations but that doesn’t mean it’s acceptable for potential clients to lowball you. The type of clients you mentioned (above paragraph) are the ones I usually ignore emails from. It’s a waste of time and if they want something “cheap”, they can find it on Craigslist.