That’s a common thing in business in general. On competitive markets you win your customers not only with product/service but also with customer service, reporting, maintenance and so on. If your customer can’t see the direct difference between the two products/services than you must earn his trust with the promise of great after-sales service and deliver on this ground (perhaps free trial or temporary discount to prove you’re good).
Nevertheless some customers will just go for “$5000 car” and there isn’t one great analogy to change that. I think it’s better to focus on your Target and values that let your brand grow.
Cheers
Adam