Short backstory: I met with a client for a small construction business in my hometown. I nailed the sale (he told me he had no intention of signing up immediately, but that I did such a good job he had no problem with it), but still noticed flaws in my delivery. One of the biggest things I noticed I had issue with was selling the monthly fee. He understood that there was a level of monthly maintenance, and after a bit of talking he got the gist of it, but I had a really hard time trying to give an accurate description of explaining the monthly upkeep and citation creation to him. Obviously I know what they are and how to do them, but had a hard time translating that into non-tech talk. So - how do you explain your monthly work to your clients? Do you explain citations? Do you explain your upkeep in general terms?