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347 He created a forum geared toward the the real estate market. He picks up many leads from current client sites and that forum. Based on that, his firm is now known as leading experts in the real estate field. Other SEOs have also done well by branding themselves as the link building expert, the keyword research expert, the SEO copywriting expert, the site announcement expert, the Australian SEO expert, and other ideas in and around the SEO scene. Sales Cycle It is important not to get stuck on one specific idea or technique so that you lose focus of the bigger picture. Work clients along the sales cycle without getting too focused on, or becoming to dependent on, any one client. Some people may want as much as they can get for free. Showing prices on your site may filter out some of the worst leads before they even contact you. When you become successful at SEO, more people will want to hire you than you could possibly work for. It is best to take on a few quality clients instead of trying to work cheap for many clients. Make sure you do not put 10-12 hours into giving away free competitive research and an actionable plan. You may be able to sell in-depth analysis services prior to selling full services. It requires a smaller commitment of the client while protecting you from working free. If you want to give away something, it does not hurt to give away a PDF that describes your process. Contracts Dealing with large corporate lawyers can be a pain in the ***. If you have common tasks, try to develop contracts and plans that automate and simplify them. Using your own standardized documents will save you significant legal costs as compared to paying a lawyer to review someone else's contract every time you have a potential project. Some of my friends have recommended ProposalKit.com for writing proposals. You might want to ask some SEO friends for a proposal and contract examples to work from. It is probably wise to have a legal person look over a proposal prior to signing as well. Proposal titles usually look something like "Increasing the Profitability of Company X by Maximizing Search Engine Visibility." Then, the proposal itself usually fits on less than a page. When you first quote a price, make sure there is some padding in it—this allows you room to work while still having adequate profit margin, and a higher price