I have these questions from clients all the time. Its an issue. I usually ask them about their business and what makes them different to outsourced or budget providers. Educating them on what work needs to take place, how long it takes to get done, and why they want someone who knows the local market.
The best response I’ve had from a business when asked all of this is something I now use myself: those outsource providers seem cheap until you start paying for their mistakes.