What "real value offering" should I make when pitching a new website (development)?

Your idea is good but you have to be very careful while pitching deals. In addition to pitching them a website, you could also pitch them a marketing plan as an add on feature to boost their search engine visibility to increase their business leads. This may also sound interesting to them and they may also throw some extra bucks for a marketing plan.

How about running a weekly newsletter as an add-on where I provide easily-implementable marketing ideas to my clients? I could provide the graphics kits (resources) if/as applicable to those particular ideas in a generic nature so as to be applicable to businesses in different niches (at least the Top 5 niches from my client base)... for free.

Does that make sense at all?

I'm still looking forward to some real good value offerings that I can provide to my clients. So, any and all ideas are welcome.

Most local reasturants near me are horrible websites. Offer a basic website with add ons

+$50/month to send 1 email
+$25/month to post xx times to twitter/Facebook
Charge extra to print up stickers or flyers with their Facebook/webpage info
Offer a nicer level website for more a month
Charge to create a picture menu for them
Charge for more pictures of their place to be on the website
Charge to do a chef or owner profile page
Extra to integrate a reservation system
Extra to create a Special drink menu with pics
Create mobile version
Place them in google places properly
Charge monthly to monitor and respond on yelp

You asked "What says "this is good value for my money" in the customer's mind?"

The answer is more sales!

Business owners for the most part could care less about web sites, social media, news letters etc... unless you go in with great confidence that whatever you sell them will make them money.

My approach over the past decade has been simple. When I see a niche and find a way to make them more money with my bag of tricks I get a client in that niche and do just that even if I had to work almost for free for the first one. Then with proof and confidence it becomes easy to sell that over and over again for much more money.

I decided a long time ago that even if I could sell something to a business owner I would not sell it to them unless it would make them more money than it cost them. 14 years later I am still in business and get regular referrals and the average price tag of my client base has gone from a few hundred dollars to several thousand monthly per client.

When I seek advice on what I can do in a new niche I pay attention to answers that include results. If I hear "I put in place text marketing campaigns that offer last minute deals and increase my clients overall monthly business by 20% by filling their slow days" that really gets my attention.

You have been given several add on services. I would put them to the test, find the ones that work and dump the ones that do not. Only sell the ones that make the business owners money and you will be in high demand.

Good luck!

Take it from experience. No business will believe they are going to get a good product (ie more sales) for $199. You're not even in the ball park at that price.

I use to sell sites at $500 a pop. I thought that was a fairly cheap price and I would make more sales that way. Wrong. I combined services, bumped to $1,500 and made waaay more sales at that price. And guess what? They were easier sales, believe it or not. Then I did the same and bumped prices to $3,500. Same thing. I got taken more seriously. Price became less and less of an issue the huger I raised my fee.

This of course only matters if you can provide them a return at that figure. Can you?

Another benefit to biz owners that shouldn't be overlooked is the difference in the freedom that comes with owning a website vs using other social platforms. I think that giving them a website that can do something completely different than gmaps, yelp, fb is a big selling point. For example, the ability to convert their visitors into actual contacts. (list building)

If you have experience with promotions/copywriting and emailing systems then you can go on to upsell them your consultation on that process.

I like Plessards advice, your services should be presented and capable of turning the website into a tool to get them closer to getting paid and then you will get paid

If original poster is trying to stay in the $199 range, there is probably a free/cheap service to deliver website results each month.

If I were you, I would go no lower than $500. Even this figure is low.

Anything less and you seem incompetent. Again, this is from experience. Selling a $500 website is actually harder than selling a $1,000 one, in my opinion.

As for value? Do this after the website is up (and explain this to your prospects):

-- Google+ profile (with authorship. also, Analytics & Webmaster tools)
-- Bing Local
-- Yahoo Local
-- at least 30 citations with photos, website link, full description, etc...

This at least gives your client a shot at having their website found online. And it's a hell of a bargain for $500, one-time. Do a few of these to get your feet wet then bump your price to $1,000 or more.

I do the work myself. It's not as hard as people think, especially Wordpress.

A really cheap for you to provide, and massively valuable to the Restaurant owner (along with the suggestions already offered you) is to go into the restaurant with your iPad/iPhone and take some nice photos-even of newly prepared dishes. Go home and compile a quick 1-2 min video with restaurant details address, cuisine style and the rest...upload to Youtube, rank the crap out of it by optimizing the title/description/location details and over a week it should rank well for local area-Boom you have a regular asset with advertising/SEO clout-extra $400 per month on your bill.