I wouldn't discuss pricing yet, pitch them a design, show them why they absolutely need it, and then when they are ready for it, give them the price. Of course some would want the price up front, it depends on the client itself. If they are a really big company and have a nice budget, you would want to sell it to them first.
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Keep pricing to the end. What you want to sell is a design that will work for them, and to define that, you need to show them some possibilities and ask them questions. Then come back with a quote or two.
I agree with the others on this. Unless pricing comes up I would make no mention of pricing until I had completely sold them on the design. If you have a good product and sell it to them right price will not be so much of a factor. Good luck.
Show them how you can improve their company (image) with your design. If they already have a website, tell them how your design can increase their website image, but don't tell em how horrible their website is, even if it is.
I got similar experience just about several hours ago, except that I got contacted by the other party