I got below stuff from forums.seochat.com/seo-help-general-chat-16/starting-search-engine-optimization-company-213936.html
I hope it will add more value
These are the three things I have found to be the most vital to any sales professional.
Reference. Your clients generate business for you as you have some clients it will be your showcase or you can't all of their credit anymore from your previous employment but you can say previously you optimized their site before I started the business. Most of the time people want to see your previous work as a reference. You need to insist this if you have the good showcase from your previous work. If you don't have references, then you will have to stat work in very low costs or maybe even free just so you can have one. You might think of it as wasting your time, but consider it an investment in your business. Over time, you can raise your margins because it can be justified. There are a lot of people that would pay little and you can even tell them why you are charging so little now is because you need their business to help start yours. In conclusion, your very own website should be optimized to its fullest potential as well as another showcase template.
Education: educate a prospect on the importance of SEO and the difference of intrusive advertising vs. intrusive. Know your competition, how much they charge and why going with you is going to show me a larger ROI. Give me live examples and answer my questions truthfully and confirm I understand. Tell me what changes you intend to make on my current website or new website and how they will help. But be careful, don't give away the house here and tell them exactly what needs improvement, just in general. Basically, prove to all your prospects that you are not a fly by night company and have the knowledge and wisdom they seek.
In order for someone to do business with you, they need to trust you. Trust your vision, trust your personality, trust your genuine. I can't put my finger on it, but everything you do and say reflects the trust in you. Without trust, you will never get business. That is why many companies
You do your business I do mine because you are you and I am I If we meet it is nice.