If you think that the premise of your business is how you can make money off of a client you have it all backwards and I'll share why below. At one time I had the opportunity to buy into a minor league baseball team down in the State of Florida with a group. My investment would have been small and my part in the operations would have been next to nothing as I was just part of those putting up money. During the discussions the phrase, "Butts in Seats" came up often as that is the measure a ball club uses when determining the chance of making a buck or not. If there is nobody at the game, there is no chance to sell them hot dogs, beer, popcorn, etc. Every person that came into the ball park would have a dollar figure attached to their head as, on average, a fan would spend X amount of dollars and thus the more "Butts in Seats", the more revenue. The talk was continually about how would we get more "Butts in Seats" to increase the projections and thus increase our ROI. Simple enough. The same applies to those of us that serve clients but with a bit of a twist. Our job, as a service provider, SEO guy, FB optimization guy, Social Media manager, ORM guy, etc, is to generate a ROI, or put "Butts in Seats" for our clients. If we are not doing that we are not doing our jobs properly. As an SEO provider I believe it is important to find the proper KWs that would generate a stronger traffic flow to the site of my clients. That means getting organic traffic that are buyers so that my client gets the kinds of visitors that spend money whether that be in the form of clicking adsense ads, filling out CPA offers, shop in their eCommerce store, visit their brick and mortar, etc. We do a fair amount of thinking on that end and that is before they are actually a client in order to be sure that we can serve them properly. As a Social Media Management company you need to be thinking the same. Is what you are doing generating buzz enough to get people to be thinking of your client when they are ready to pull their wallets out? Same with all the other various services we, as professionals, supply; we need to continually have this question in front of our faces. Is my client getting more butts in seats and thus more revenue and thus a return on the dollar they are spending with me? If the answer is "No", then you need to step back and do some soul searching and see how you can improve your service experience so that your client is making money from you. It is not how can you make money from them, it is how can they make money from you as that will provide quality for your client, grow your business and provide a long term living for your family and yourselves. So, next time a client asks you about your service, think, "How can I put more butts in his seats?" as that is the key to making a living as a service provider.