🐻Why every business should have a downsell

Last week I flew to Austin to meet with a few clients on our new membership program.

One of our clients is an extremely successful agency owner adding over 100k in new MRR each month.

While at dinner he broke down exactly why DOWNSELLS and NOT upsells are the key to unlocking new growth for his agency.

First some background.

This agency owner is a Hubspot partner that gives away a ton of free Hubspot work in order to build relationships with businesses.

Once they have that relationship, they upsell the business to other services like paid aids, SEO etc.

It’s brilliant.

But at this stage, they’re not interested in building more high ticket products, but instead on lower ticket dowsells.

The reason is this: after the initial work is done with the Hubspot build out, the client still needs someone to help them set the strategy of the Hubspot implementation, but the actual work required to implement that strategy is fairly mundane.

Clients still need the agency’s guidance to make sure their Hubspot implementation aligns to their evolving business needs, but a full retainer is often too expensive to justify.

Enter the downsell.

In the future clients will be able to hire a member of the agency as their fractional Hubspot specialist and then hire an overseas implementor.

(You can guess where this is going.)

Go Carpathian provides the Hubspot implementors from our talent pool while the client continues to collect retainers from the client.

The downsell is a win-win because it expands the life time value of the client while actually providing a service the clients needs.

Oh and because the relationship is preserved there are still plenty of other opportunities to cross sell into SEO or paid ads, the real money makers for this agency.

Brilliant.

Interested in creating a downsell with Go Carpathian or hiring elite overseas talent to scale your agency?

Click here to learn more.

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