Another selling point to the customer is resale value. The kitchen (and to a lesser degree bathrooms) sells the house more often than any other aspect of a home. I don't know the situation with your client whether the possibility of ever moving is in the future but even if it is not, always mention every reason for home improvement.
Also as cabinetman mentioned, stress the durability of the dovetailed drawers. If she has young children or grandchildren, it is not uncommon for drawers to be damaged by "yanking and slamming". Sometimes as you are mentioning these things to a customer, they may seem unresponsive at the time, but when you arrive at the jobsite the next day the idea is a great one, and it was their idea to begin with. Just tell them how smart they are.
On your charge, I don't think it is unreasonable at all. Just don't allow yourself to get "production weary" and let the quality slip. That's something I had to fight hard whenever I was doing a lot of machined dovetails. I do not enjoy doing the same thing over and over so I have to continually remind myself that I *do enjoy it* because my reputation is at stake.
Don't look at this as a problem. Look at it as an opportunity in three ways:
- Legitimate up-selling is good for your bottom line and also for the customer's increased home value
- It's an opportunity to hone your negotiation skills
- It's a opportunity to use and showcase your craftmanship
- It might get you other jobs when her friends/family sees them
Okay that's four ways. I say stand your ground on the price and sell yourself, your skills, and the benefits of premium upgrades. Let her know the price is actually very reasonable
I was always very frank, and simplistic with my customers when I would get an objection:
"Yes mam it does seem expensive, I really do understand that. If you don't want to do it, I'm in your corner either way. We figure the added charge not so much to add profit, but to cover the labor and time and maybe some coffee and doughnut money. I just want to make sure you understand it's not a frivolous upgrade but something well worth what you pay for."