"This was the mechanic’s paradox: the cheaper you were relative to the cost of failure, the more your clients needed you; and the more they needed you, the more they resisted the implication that they’d need you again."

This is my common issue from building websites for SMEs. It's not until Google updates their algorithm - killing their ranking and their sales leads slow that you hear from them.

There is wisdom in constantly up-selling to your customers (we offer management services, SEO and are cautiously moving in AIO), they may say no, but you have a fall back that you offered things that would have mitigated their current crisis.