That's basically my market as well. Lawyers, Realtors, doctors, etc. (the people with the money).
Be the EXPERT. Be able to explain it at their level if they are interested.
Go in there with as much information as you can. Obviously don't spend too long on it, but make it look like you did.
Do keyword research ahead of time. (Google keyword tool)
Competitor analysis. (MS, or one of the link-assistant program)
Have organized suggestions for their site. (title, description, keywords, headings, etc)
It sounds like this may be your first meeting, so you may not have "testimonials/proof," so going in as knowledgeable as possible will give you a leg up.
Standing out from your competition. Don't be afraid to give free information (the reports).
With this kind of market, you can usually get away with pricing a little higher. You don't want to undercut your competition, because you will cut your profit and under value your service, and possibly lose the deal altogether. A lot of these clients spend thousands monthly on traditional advertising, so what may seem like a lot of money to you, may be well within their budget.
Get them on a monthly plan. Pro-rata the remainder of the month, next full month, and try and charge 1 month's setup fee. A lot of my clients come to me through referrals, so they've already seen my social proof and feel comfortable spending the money. I put them on auto-pay (using paypal, although I'm sure there are better alternatives), and they can cancel whenever they want, as long as the do so 7 days before the next payment is due.
I send them a report (RankTracker) once a month. Both emailed and physical mailing.
Offer packages. I usually do 3 levels. Mainly focused on number of keywords. 5,10,15 or something along those lines.
I hope that helps. It's tough when you get started, but once you gain some traction you can get clients a lot easier. Good luck.
