Previously, we have talked about how we are discontinuing one of our services: hosting only. In episode 224 of Journey to $100 Million, listen in to Erik as he explains how that process went. Hosting only has been a legacy service that we no longer sell to new clients. When this occurs, it sends a red flag that you should discontinue that service.
We had 28 clients using hosting only, and when we discontinued this service in early June, we figured that we would lose those clients. After our business development manager, Glen, reached out to these clients, 2 of them upgraded to support and hosting service, while another even upgraded to more marketing services. We were able to gain more revenue from these upgrades, while also cutting our client count by 25!
You should never assume that your clients will always be content with the services they are being provided. These clients may be looking for a different service, but you have not sat down with them to have that conversation. The key is to continuously look at lower-tier clients, and see if you can upgrade them to a higher-value service. It worked for us, and we are optimistic that it will work again!