niftyg -
your best bet is to start on a smaller scale with going into the client with a logo design. Outsource your logo design to a forum/website which offers multiple participants (hence - multiple variations/different styles) where you can also specify the price you are willing to pay (and remember you get what you pay for).
From here (and usually within a solid work week) you will have 10-15 concepts to bring to your client all from designers who will most likely have a different style, and you can allow your client to choose which he likes best. This is also going to increase your value with the client; as joe blow from Local Design Company Inc. is only going to be able to provide 1-2 variations with the option to revise it. - If they aren't required to pre-pay. If you know where to look - you can literally not charge the client anything up front, and show them those 10 or 15 concepts with a total out of pocket expense for about $20 paypal.
Once you sell your client on the logo, you up sell the web design, and base their logo design off how you will construct the rest of the site layout (colors/theme/etc) - which allows you to talk bigger numbers ($$ wise) - in terms of how many pages, any server side/dynamic content involved, etc.
Once you crunch the numbers and lock the design/development contract, and deliver on time and on budget - with their jaw literally dropping...you up sell them on SEO, managing PPC campaigns, etc, etc, literally endless possibilities, and by that time you are an asset in the clients eyes and most likely will start to receive word of mouth references if we are talking local - it only takes 1.
The basic principal here is that you can literally take $100 and get your foot in the door to 5 different companies who look like they need some help in the online world. From there the possibilities are completely in your hands.
