$1,195 to $2,400 isn't a big deal, especially to an entity that nets $343k before payments to owners.
I've convinced prospects to come aboard even though my fee is double, or more than double, their existing tax preparer's. If you dig deep enough, you'll find there's a reason they're talking to you. For example, they can never get a hold of their current tax preparer, it takes weeks for them to respond to an email, they can't provide them with tax advice -- or refuse to, etc.
On your introductory calls, you should explore the value you bring, as well as what differentiates you from other tax pros, including their existing one if you don't already. Start thinking of yourself as a value center, not a cost center. Most reasonable prospects realize they can't spend 10 minutes complaining about what their existing tax pro does wrong, and expect to pay the same fee to you for much better service. It comes down to "you get what you pay for".
Don't spend too much time convincing any one prospect, relative to expected fees. If you feel the back and forth is becoming a time sink, don't be afraid to suggest there's a possibility that you two aren't currently a good fit, and it's fine for them to circle back in a year or two. I find that maybe half of referrals I feel the need to do that with jumped aboard when it becomes apparent the ship is leaving without them.
Lastly, something like hundreds of thousands of accountants have left the profession over the last few years. I don't think there's been a better time to pursue quality over quantity, nor sell yourself for a premium.