One thing that I found useful in my craiglist sales pitches, was to get away from pitching yourself as a LAMP developer and pitching yourself as a consultant of popular technologies -- instead of just listing out php/mysql etc, have a section where you emphasize drupal, facebook, mobile applications etc. -- basically follow some of the hot markets that organizations want to break into. This falls a lot in line with selling on benefits and not features. "writes PHP" is a feature; "developing viral media platform for organizations" is a benefit.
Taken with the advice that other people have on here, if you are able to make people think that you develop technology based on thought out, data/fact driven market/product decisions, they will be much more likely to buy from you at a premium.
Taken with the advice that other people have on here, if you are able to make people think that you develop technology based on thought out, data/fact driven market/product decisions, they will be much more likely to buy from you at a premium.