What is an “Yes Approach” ? I’ve read an article by Seth Godin where he outlined very quickly the power of an yes approach. This is about employees that really want to sell the product or service. This is not about employees who are trying to say NO to every customer – usually this is about people that work for the Govern or any other institution of the State. The article of Mr Seth is about how important is to have a positive approach to what the client wants.
I’m thinking of applying this concept to web services : maybe it’s about building a web site, or about optimizing a web site or maybe is just about developing a plan or a strategy to get more exposer on the Internet. And sometimes delivering what the client wants may not be that easy. Sometimes is really hard. But that is why we have to do our best and always remember to find a Yes Approach.
Many times clients want to rank well for a keyword that has a huge competition and many times when I see that competition I tend to back off. The important thing is to have a positive approach in your mind. Analyze more carefully the competition : see how many pages target the keyword in titles or how many use it in URL-s. Check to see if the same pages appear on the front page for every type of search. See who are you really fighting against, before you tell the client that it cannot be done. Check to see where the backlinks come for the web sites that are on the first page. Understand how does the competition targets the keyword you are aiming for and how they’ve obtained the backlinks to their sites.
I have to admit that the article of Mr Seth had a great impact on me – this is the reason I decided to write this small article. It made me realize how important is the way in which you approach your potential clients. And I have to admit that I lost some clients just because I started to tell them that what they want is a difficult thing – rather then trying to find a way to say Yes.
The power of a positive approach is like a beautiful smile. Think about it : if you are walking into a company and you are welcomed with a smile then you become more open and you feel much more relax and you are ready to do business. In contrast, imagine that you are going to a State institution and you meet an old lady that has only one purpose : to make you feel like she is making you a great service just because she is talking to you.
So, next time a potential client comes to you or to one of your employees make sure you will try to find a way to say Yes.