The second point here is well-articulated. You don't have to "justify the high cost of web development." This is because you shouldn't be selling "web developme

The second point here is well-articulated. You don't have to "justify the high cost of web development." This is because you shouldn't be selling "web development." You are selling a way for them to invoice their clients without Susie printing out 4 different Excel workbooks and walking them over to Accounting. You are selling a way for them to find customers that's more reliable than placing an ad in the yellow pages. You are selling a way for them to find which customers to upsell without Jeff the intern going into the basement and sorting through 5000 file folders. And so on. Solve business problems, preferably ones that are pain points, and that have dollar signs attached. These are the key.