The only way to overcome that obstacle may be to show rather than tell.
I have three auctions going right now.
Two of them are for domain names. One is a [region][topic].COM domain. The other is a short phrase, which includes the keyword, and is a .COM. I think the regional domain would be worth at least a couple hundred dollars, easily. I estimate the short phrase domain to be worth at least a couple thousand, based on my estimation that if you built a decent site and got traffic to it, you could likely make that money back in 12-18 months.
So far, no takers. No bids at all.
The third auction is for a web site. Two word domain name. The web site is fully built, just needs content and traffic. As it is, it is barebones and turnkey, but fully operational. Already have two interested parties, one of which has placed a bid.
The web site, barebones though it may be, is proof of concept. The buyer can look at it and see, yes, I can build on that and promote it. The template is there, the setup work is already done, they just have to do the grunt work and get it going. Like furnishing a new home.
Perhaps that's the better comparison. A web site is like a home. A domain name is the lot. Not a lot of people will buy an empty lot. They don't have the means or ability to build a new home. They need a home that's ready to move into. When they see an empty lot, they see a lot of work ahead of them. With a house, all they may need to do is paint and move in furniture. Maybe they'll buy a fixer-upper, but they see ahead of time the potential in the existing house and know what to do to make it livable.