The first rule I learned is NEVER price things too cheaply. Never.
This is where people's "Number System" comes into play. Imagine a high school student working part time, making $150 a week at some crummy minimum wage job. To him, $500 is a lot of money. It would take him almost a month to make that much.
Now imagine a Dentist who makes $140,000 per year. (That's on the median for a general dentist). What does $500 represent to him? Not quite as much. This person would make that in a very short period of time, (Less then 1 days work). So their number system is different.
Now imagine a business owner who makes $500,000 per year. (Not out of the question at all). How long does it take them to make $500? A couple hours "work"? Their number system is also different.
Now let's assume that each of those people is looking for you to do a website for them. If you charge the business owner $250 for a full site, what do you think their perception is of the product you're delivering? Not much. In fact, they probably won't even do it. These guys LOVE bragging to their buddies about how much they spent on their newest car or their newest set of $5,000 golf clubs. They can't brag about a website that cost them $250. You have to charge them at THEIR number system level. In this case it's far higher then $250.
When you're starting out as an offline business consultant or web consultant or whatever you want to call it. You may not have much money. Your number system might be different then the clients you're after. Adjust your pricing to suit their system, not yours. Just because $250 or $500 may seem "steep" to you, don't assume it's steep to your potential clients. Look at what else they spend their money on to advertise their business. Get the rate sheet for your local paper. Those are ONE TIME runs of ads and they cost a small fortune. Get the rate sheet for national magazines. (hint you can find all these online easily).
So if one of your potential clients is paying $2,000 per day to run an ad for 5 months and you come along and offer them a website design for $250, what do you think they'll do? You need to add a couple zeroes to the end of that $250 and really blow them away with what you do.
Perception, pricing and their number system go hand in hand when getting an initial gauge of what you're offering. Don't shy away from numbers that you feel are "too big". Embrace them. Charge what you're worth but make sure it's something that they will value too.
Just my 2 cents.