Find a way to get general pricing to the customer up front. Give them a brochure that lays out your typical systems so the will qualify themselves right off the bat. Then as others have said, sell them! Even though I've complained about being too busy because of all of the small jobs we have/do, I think there is always an opportunity to make a profit on anything you do. Maybe you need a design fee for any job under $5k. Something. Make it very apparent up front so they will run for the hills if they don't have enough money to use you experts services.