Excelhosting -
That's where websites come in.
I agree with your comment; "There will always be people (especially first time hosters) that want the cheapest price, thinking that each host is the same, offering the same service. Since it's the same, why pay more?"
However, in direct response to that, that's something my company has had to address, on numerous occasions, as we're certainly not the cheapest around, some would even call us expensive.
A website is the only thing that's standing between the customer going to "XYZHost.com", and signing up with your company. When I see comments around various places like "it's just a website" - it makes me laugh - a website is the ultimate sales tool, and is there for those exact people you describe in your quote above.
The 'techies' will be able to tell if you're a good company, and most will need little, or no guidance. However, the 'new netizens' will not be able to tell if you're a cut above - unless you literally show them why they should part with an extra $xx.xx per month. Datacenter factsheets, interactive forums, even faq-related movies can all do this, and show the 'inexperienced' just how good your company is.
Simon