Soupy - kudos, bro, kudos. I'm enjoying your journal here.
It sounds to me like you might be using local SEO vs. a local yellow pages book in front of you, cross referencing companies in the yellow pages without web pages, and selling them on the spot.
e.g. "Hello, I was browsing the Yellow Pages, saw your company, and realized you don't have a web page. My company is right down from the road, we're offering a $250 special this week only, a full complete web page etc etc"
Not exactly that, but I will be doing that tomorrow. I went ahead and got myself the yellow pages today! LMAO
EDIT: And by got I walked next door before I ordered food and told my neighbor I need theirs. Paid a dollar for it.