This is a great question and one that a lot of firms find challenging. The main problem in the development landscape is that all development firms say they are good so its hard for a customer to know how to differentiate between firms and figure out which firms are actually great versus an average development team.

We have been in this space for a while and found that there are a few things that can be done to help alleviate the problem-

1. Focus on your clients - do great work for your clients and have their stories speak for themselves. Instead of just saying we are great have your prospects speak with your clients about their experience working with you. This will help companies get a better sense of the quality of your work.

2. 3rd party verification - We launched VenturePact.com to help companies find the best development firms, and to help development firms validate that they are approved and trusted by an independent third party.

3. Show them what you have done. Instead of simply stating that you are great, show them what you have built and why you are great or different from everyone else. This will give them a better way to validate your higher price point.

I hope this helps!