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1) My proposals are casual but my quotes are professional. I try purposely to come off as a normal Joe. I don't want a polished sales letter or slick approach. I am aiming for an authentic connection with a person and showing them I can help. @SinisterLex has so much content on this but show how you can add value and put in the time before you get a deal to show them you have work ethic. List specifics - broken links, errors, poor content, mistakes, while showing where you can add value.
In general:
What is stopping sales? (what can be removed or fixed)
What could help get more sales? (what can be added or improved on)
You are selling sales, show them how exactly you will get them more results. Tell them why it will work. Describe how it will be done.
2) I sell results. I talk about what the end product will do and how it will work. I actually don't know a lot of time the time how I will fix it until after I get my deposit. I don't have time to come up with solutions for jobs that I never get. I tell them what will be done and then if they bite I start figuring out how I will actually do that. All the solutions already exist so don't concern yourself with those. Sell the end product, not the particulars as to how it will be achieved.
Price depends on value added. Whats their typical sales? How much value will you add? What is the best possible result from having a decent website (directly from the site, not the business as a whole)?
Aim for 5-20% of the yearly figure for the above. If it seems like it might be too small you are targeting the wrong business.
3) I send it and see what they say. After a week if nothing back I email. If still no response I call. Although I break my own rules all the time.
All my rules can be broken if you are targeting the right companies with enough value.
No one really cares how you fix their problem if its big enough and it seems like you are the right guy for the job.
If my granny is having a heart attack I don't care if the doctor arrives by car or on a skateboard as long as he gets the job done.
Focus on the problem. Show them the solution. Add value. All else will be forgiven if you cover those three bases.
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