Heres my two cents:
Im in a lead gen FB group where this is all they do. I think its common to actually send free leads to a prospect for a week or so and warm them up, since you can track them, after a week or two you contact and say hey and list those specific customers that contacted them, let them know that was all you.
Then ask them what its worth to get those leads consistently. The tell them great well its 300/month.
If they decline, just move on to their competitor, and also tell them they will get exclusivity, ie one rank and rent per area code per industry. You wont go and then try to rank their competitors.
Also, def with FB people answer more bc they assume you are a customer, whereas email is assumed spam.
Lastly if you dont make a sale come back again and again every month. Im finally getting one prospect to take cc processing with me after FOUR different pitches and solutions that he rejected. I kept looking for a better solution and kept in touch.
Ask them about their business in general too. Just bc you are SEO/Leads doesnt mean you cant help them elsewhere, show them the value of you. Even if you just refer them to someone who can solve their problems you become an asset.
