Mark4879 points to something Drewebb and others mentioned "if they say it's too expensive I just move on to the next quote".
By the way how do you get the Quote button to do anything useful?!
Yeah do a great job, charge a price to match, and if they don't happen to realize how lucky they are to have the chance to get you working for them well that's their problem. But only if you have lots of requests for quotations coming in ... so that you can afford to not get half of them.
So you have to attend to promoting your business as well as doing the work.
Here's another point. When you get a job and do it for years and chat with the person and they give you a bottle of wine at Christmas it can seem very friendly & perhaps it really is, as far as it goes. But then something like this happens: they sell and move into a unit, or they get a new boyfriend who moves in and he takes over the mowing ... and it's over and you never hear from them again. It's a business relationship and nothing else, so you have to be business-like at all times, and that includes charging a fairly high price, not a fairytale price.