If you are running a Search Engine Optimization company here are a few things that might help you bag those clients.

Let me start by giving an example (note: this is just an example and I'm not affiliated with this company).

Visit apogee-search.com

1. Become a Member of SEMPO. Notice that in apogee's website, there is a sempo logo there? SEMPO stands for Search Engine Marketing professionals Organization. Check it out at sempo.org

Apart from learning through Sempo's SEO related activities, being a member of this prestigious organization gives you credibility.

2. Become a Google Adword Professional. If you look at the middle of apogee, there's a big Adwords Logo there. You can only get that once you become an adword professional. Details on how to become one can be found here. This greatly boosts your company's image. You get to have a good working knowledge of the ins and outs of PPC advertising which will enable you to manage your client's PPC campaigns with far greater knowledge and skill than non certified people.

3. Offer some free SEM analysis. Let's face it. Most people do not know what they need to do. By offering free SEM analysis, you open up a whole bunch of items that needed to be done such as link building, using autoresponders, changing of sales page, monitoring sales conversion rates, and much more.

People can instantly know what they are lacking in Search Engine Marketing skill and you become the best resource they have to solve it since you've already done the "free" analysis.

Once they get your analysis report, there are only two things in their mind.... "You are the expert who can help them"... and here's the other... " in most cases, they don't know how to solve their internet marketing challenges stated in your analysis report."

In the end, you will have a better chance of closing the deal.

source: apogee