Put together an estimate package that gives them all the reason to choose you. Just like they chose the house, neighborhood and car they drive. Appeal to the need for IMAGE here and you will never be turned away for the job. Trying to sell them after you wrote up an estimate may be how you are used to working but change the pace and make them come to you by giving them the image to chase.
I respect your opinion but I disagree with it. Let me ask you this, do you think they bought that house or car because the realtor or car salesmen left them a fancy package? No, they were sold face to face. I'm not saying that leaving a professional looking estimate package doesn't work in our industry. But what I've found is that if I can't sell the person face to face then all they have to go on is price, and I don't land many jobs being the lowest bidder. All I'm saying is more times than not, just leaving an estimate is not enough no matter how fancy it is. So when I set up an estimate with someone and they aren't there at that time, it just upsets me because most of the time I won't hear back from them. I guarantee my estimate package is the best one too, but like I said it doesn't matter, they aren't going to pay a couple hundred dollars more for a fancy package, they'll just go with the lowest bidder because I didn't get a chance to sell myself.
Also IMO people don't buy IMAGE. What people buy is benefits, believable claims, guarantees, reputation, promises, credibilty, you, value, freedom from risk, honesty, comfort, consistency, and the most important, and my favorite they buy SOLUTIONS to their problems. How can I leave that in a pretty package? Just my .02 cents.