Not all the web clients are tech or web savvies. Many times you should pave them their success path online. Here are few a list of 4 important things which you should let your client know, if they trust your web development skills.
1. Flash: When they ask for a fully flashed website, let them know the adversity it might make. By doing this you are helping them to establish the right online presence. Unless your client is Coca cola or Burger King ( I mean, :-), an establish brand), they will really want to establish better Visibility to the Search Engines.
2. SEO – If a client just wants a website, let them know what SEO is and how it is going to help them. Make the site SEO friendly within the design scope (Eg. Image tags, XHTML validations, designing without tables, etc). Most of the clients will not say NO to make their site ready for SEO.
3. CMS – Ask how frequently they want to change the content, and if they do, let them do know how to do it themselves with a CMS. You may also need to let them know the advantages of fresh content. I believe instead of providing them a static site of 20 pages, you can introduce them Joomla and how to use it, for some additional but onetime investments.
4. Advantages of Opensource - Do they need a CMS or Ecommerce, You can justify why you charge less. Let them know that you can cut cost by using WordPress or Magento and still make their site professional. By doing this you are introducing standards – if your client goes to some other developers, it would not be difficult for them to take up the work.
I recommend you to keep a short write up (with some references) or articles on the above mentioned (you may keep that under your client section of your website) and ask the client to refer them. It also helps them to understand that you know what you tell them. 
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