Pricing is tricky in our business. However I have often priced things low, only to find out later that the client was spending $5000 on a single marketing video. So it is very important to sell value in the service and price it where you can make a profit. It is also important to pick industries where the value is high. I chose attorneys because the pay back for them is incredibly high. For many of my clients, it would have been a great deal for them if they had paid 5 times the price I was charging. Also I think it is really important to identify the sales prospects that may be trouble or low margin and just avoid them. I have been doing this for ten years and am really careful not to waste my time with prospects that:

• Are young or new into business. For them cash flow is tight and they tend to be impatient in the process.
• Like to tinker. These are people that are excited about learning SEO and feel they can eventually could do it on their own if I can just give them a few tips. These people end up taking more time and don't value your service because they think they could do it with out you.
• Not nice, polite or reasonable. If someone is not easy to deal with at the beginning, when there is nothing to be stressed out about, then they well really will be a bear to deal with when Google loses their reviews. This sounds obvious but it is really important because one bad client can put you out of business. I really listen when I talk to a new client and try to get a sense if this is a nice person.

T