Raising rates on EV charger installs - how to break it to repeat clients?

Been doing mostly residential EV installs the last couple years, and with material costs through the roof on those Tesla Wall Connectors and all the new code reqs, I gotta bump my rates. Last week I quoted a guy for a 240V setup in his garage using 6/3 NM cable, and he balked at the price even though I explained the labor for trenching. Saw a post on r/electricians where someone shared a similar issue with pushback from clients who think it's still 2020 pricing. Someone in Electricians Network group said to bundle it with a free panel check to soften the blow. I've been using Klein tools for all the terminations, but now I'm thinking of adding a flat fee for consultations. Anyone else in the game dealing with this? NGL, it's stressing me out. Edit: thanks for the tips, gonna try the value-add approach.

Man, I feel you on that. Had a repeat client last month who nearly walked after I hiked my rate 20% for a similar 48A charger job, ended up explaining the copper shortage BS to keep him.