User, "My what?"
Tech, "You know, the big blue e on your desktop."
User, "On my desk?"
Tech, "No. On your computer screen."
User, "Oh, the Internet. Why didn't you say so?"
A web browser is a software application for retrieving, presenting, and traversing information resources on the World Wide Web. An information resource is identified by a Uniform Resource Identifier (URI) and may be a web page, image, video, or other piece of content. ~ Wikipedia
I went to a client's office to show him his new website I just finished. He sat down behind his desk and opened his browser. His home page was www.google.com. I said, if you will go "www.sitename.com", we can get started. He typed "www.sitename.com" into Google's search field and clicked on the "Google Search" button.
Luckily for me, I had done some basic SEO for his website. I submitted sitemaps to Google and submitted his website's URL to several local directories, including Yahoo, Bing and Google. Of course, he was searching with the URL as the search term but still, I was very relieved to see his website on the first search results page.
He said,"Yeah, there it is. Cool!"
I remembered the conversation we had about SEO when I was pitching my services to develop his website. I briefly discussed SEO concepts with him, and what services I would include if he chose me to develop his website. He seemed enthusiastic and happy when I told him I could help his site rank higher in search results. He felt that was valuable and important.
Then it dawned on me. He thought SEO was important because he thought no one would be able to get to his website if it didn't rank high in search results! Now, I always try to be careful with the manner I explain technical things to customers. I don't ever want to talk down to them or sound condescending. But this experience taught me you cannot assume your customers have any prior knowledge or technical skills.
If your customers think a search engine is a browser, or they use one as their home page, SEO will be very important to them. You should be able to easily add SEO services to your project fees.
There may be other opportunity with this type of client that is difficult for us to see at first. Patience and thoughtful guidance will be required for a successful outcome. But, after all the project tasks are completed and their website is live, you may have just acquired one of your most loyal and trusting customers. That's a pretty good bonus!