ViO Business Feature - Issue 2

ViO Business Feature

An interview with NESTO PHILLY of the SALES TEAM.

Visit their web site at: www.salesteameast.com.

ViO: Tell us a little about your RL self and how you got interested in or into SL.

Nesto Philly: I am Head Coach at SalesTeam East LLC in RL and realized this year the exciting potential of SL as a convenient and cost-effective tool we could use to deliver our unique and ongoing membership-based sales training to RL clients.

ViO: Tell us how you ended up with the business venture we are featuring here in our story?

Nesto Philly: I have been in the management and development of people just about all of my adult life. After my last position as a sales and management executive, I took advantage of the opportunity to start SalesTeam about 5 years ago.

ViO: What need/benefit do you see your venture providing and for whom?

Nesto Philly: We specialize in helping our clients reach their sales and service goals, and clients range from individual sales professionals and business owners to corporate teams and organizations.

ViO: If others are providing the same benefits or services, tell us what sets your venture apart.

Nesto Philly: At SalesTeam, we realize that human beings are creatures of habit. Our performance changes only when our behavorial habits change, and those habits only change over time and at individual rates. SalesTeam training is fashioned to maximize improved performance from behavior change over time. When that happens, client sales always increase.

ViO: Tell us what challenge(s) you have faced that you have overcome for your venture. What can others learn from your overcoming this obstacle?

Nesto Philly: My biggest challenge was being in business alone and wearing all the hats at first. Prioritizing became critical. Getting customers through marketing and sales must be a top priority.

ViO: Tell us what challenge you are currently facing that you are looking to overcome.

Nesto Philly: We are working to replace lost revenue in a lean economy and add some sales staff.

ViO: Tell us a success story about a client or customer that your venture has helped.

Nesto Philly: Through our RentASalesPro solution, we successfully performed contract sales work for a legislative research firm in the business to business market. The one-year effort was to develop new business in a new territory for the organization. Our work was so successful that the firm was able to place a full time sales representative in the territory for significant residual business after the project finished.

ViO: Tell us what the future has in store for your venture. (i.e. new product rollout, goals for expansion, more services, etc)

Nesto Philly: At SalesTeam, we will continue to offer affordable membership for regular client workouts to improve sales fitness, a no-brainer for anyone who is serious about selling. This includes access to solutions using the award-winning sales, service, and leadership curriculum from Integrity Solutions. We will also continue to offer contract business development services under the RentASalesTeam solutions, the ultimate in customer service training, and awesome coaching for those in leadership positions.

ViO: Tell us what your ideal target market is for your venture.

Nesto Philly: We can help any organization that is made up of human beings achieve its ultimate goal of providing a product or service to someone who will pay for it. All organizations have this goal, whether it is widely realized or not.

ViO: Tell us any special offers or deals you are offering to the ViO network.

Nesto Philly: We will offer the ViO network a $3.00 rebate on our introductory SL seminar, "Best Practices in Selling." Register for the seminar at http://www.salesteameast.com/best_practice_lic.htm.

ViO Business Feature - Issue 1

ViO Business Feature
An interview with Mike Bemis (SL Name: Mike Burleigh)
Founder of Remembering Our Friends Memorial
http://www.rememberingfriendsmemorial.com



ViO: Tell us a little about your RL self and how you got interested in or into SL?

Mike Bemis: I started using Second Life about 4.5 yrs ago when I lost my mom to Multiple Sclerosis. I have 23 yrs in Sales in RL. I live in Michigan, USA.

ViO: Tell us how you ended up with the business venture we are featuring here in our story?

Mike Bemis: I had a friend pass away in SL. Plus with loss of my mom, I thought there needed to be a place to grieve in SL.

ViO: What need/benefit do you see your venture providing and for whom?

Mike Bemis: Support for those that have SL or first life friends or family pass away. Plus a collaberation with smaller SL/RL support groups. I want to provide them a way to get exposure in Second Life.

ViO: If others are providing the same benefits or services, tell us what sets your venture apart.

Mike Bemis: Customer service... Opportunity to talk with a real person, not a bot or an empty sim.

ViO: Tell us what challenge(s) you have faced that you have overcome for your venture. What can others learn from your overcoming this obstacle?

Mike Bemis: Misinformation... People think we are only a memorial, when in truth we offer remembrance, education and support. We have learned that you should constantly get the word out through groups like VIO for example.

ViO: Tell us what challenge you are currently facing that you are looking to overcome.

Mike Bemis: The challenge now is finding new creative ways to get people to donate to a worthy cause. We need help to pay our tier, so we have resources to help other groups.

ViO: Tell us a success story about a client or customer that your venture has helped.

Mike Bemis: A person in SL named Pat lost her RL/SL husband. She came here to place a memorial. She has been here ever since. She now runs Remembering our Friends Memorial for us.

ViO: Tell us what the future has in store for your venture. (i.e. new product rollout, goals for expansion, more services, etc).

Mike Bemis: The future is here. We have created The ROF Group to manage Remembering our Friends Memorial, our new HIV/AIDS Education and Support area and Memorial, our M.S Education and Support Area, and The V-Innovate new player help and support at ROF.

We are using our sim and remaining donation after sim tier is paid to help smaller support groups get a foothold in SL to make people aware of theiir cause and to grow. Our goal is to help people. We are interested in working with SL and first life education and support groups.

ViO: Tell us what your ideal target market is for your venture.

Mike Bemis: Ideally, people that have lost loved ones, or who are interested in collaborating with us, or helping us educate and support people on the various cause we are working with.

ViO: Tell us any special offers or deals you are offering to the Vio network.

Mike Bemis: Well our services are free. They always have been. We strictly work on donations. If you are a smaller support group that has a good cause, IM me in world or e-mail me at mikeburleigh@comcast.net to setup a meeting. Also anyone can request a Voice tour so I can personally show them around. :)

Positioning yourself as a in-world solutions provider

Positioning Yourself to Attract RL Businesses in SL
Vio Business Series #21

INTRODUCTION

Business is alive and real in the virtual world. All apsects of business are finding value in the virtual world. Even with the downturn in the economy, there are opportunities for those who know where to look or how to make lemons into lemonade. Companies looking to reduce the bottom line are finding new technologies and virtual environments as cost-savings solutions, and those who are positioned to provide the solutions are cashing in.

Vio Business and Innovirtua are proud to provide its members with the opportunity to learn from our own persepctive and from the perspective of other members of our dynamic business group.

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Positioning Yourself to Attract RL Businesses in SL
by Xander Newman

Yes, there is REAL money to be made in the virtual world, including Second Life. The best opportunities are getting paid by real-world companies for in-world business solutions. Last week, we discussed the first challenge, which was reaching these companies early on in their discovery process. We touched upon ways to get the attention of the decision-makers of these real-world companies. We discussed the importance of web sites, web 2.0, web marketing, PR and word-of-mouth.

But what if you get face time with the decision maker of the prospective client, and you aren't ready to present yourself as a top-level virtual world solutions provider?

This conversation will focus on positioning (and branding) yourself as a business entity that can:
1) Develop trust
2) Reach a commitment and contract to a working relationship
3) Create a reliable channel of communications
4) Follow-through and evaluation of your work.

DEVELOPING TRUST

There has been enough PR and a steady track record of results that decision-makers can find during their initial research into virtual world solutions. The key is for that decision-maker to feel you (or your team) is the ideal partner to accomplish his goals. In dealing with an industry that he ro she is unfamiliar with, the decision-maker is putting a high-level of trust or faith in someone they may not know very well. Thousands, or millions, of dollars may be at stake, and so may be the job of the decision-maker.

KNOW YOUR STUFF

When talking to you about the virtual world solution, the decision-maker will be listening for a high-level of knowledge. They may not know much about virtual solutions, so they will also listen for the level of confidence you convey. The decision-maker gains confidence as they learn more, so the more you can teach, or the more questions you can answer, the more confident they will be that you are the person they should be working with. Spend the time to evaluate their level of knowledge and offer what helpful information you can. When your knowledge is limited, create and count on a team of virtual world professionals taht you can work with to expand your knowledge base.

SPEAK THEIR LANGUAGE

When talking to a decision-maker, don't speak over their heads. Evaluate their level of knowledge and speak to their level. Ask questions and learn about their business, and try to relate what you know to their industry, and specifically share ideas and concepts that may be most valuable to their line of business.

PRESENT YOURSELF PROFESSIONALLY

Just because you are a SL or virtual world solution provider doesn't mean you should cut corners on your branding and image. Companies spend a lot of money in the real world to attract the attention of and protray a high-level of professionalism to attract larger and more professional clients. Your professionalism in your RL marketing is as important as your professionalism in-world. Professional avatars, meeting space, and communication are helpful in strengthening your first virtual face-to-face impression. If a company has enough at stake financially, be prepared to meet with your new clients in person.

PRESENT YOURSELF AS THE BEST SOLUTION PROVIDER

You will probably not be the only solution-provider that the decision-maker is interviewing. How do you earn the perception of being the best choice?

1) Make the decision-maker feel heard

I can't tell you how importanrt this one is. On many occassions I have been chosen by a client because they said I was the one who they felt listened to them. Other solutions-provider would tell a decision-maker what they should do often make them feel uncomfortable or feel like they are not listening to the specific needs of the decision-maker.

2) Show a strong track record

A good portfolio is a must, and also refer the decision-maker to people who can provide testimonials. Another benefit of having a team is that you can pool the testimonials and portfolios of more people to have a stronger presentation.

3) Be perceived as a leader

Companies love working with leaders in business. Being a leader and being perceived as a leader can come in many forms. Teaching people your expertise makes you seen as a leader. Serving on committees or boards gives you leadership credentials. Starting your own committees or groups gives you leadership value.

4) Expand your value through collaboration

Leaders like working with leaders. Large companies tent to trust organizations of larger size. If you are a one-man shop, you may not get perceived the same as a team of professionals providing a wider scope of work. Join groups, network and find good people you can trust and work with. Forming alliances, consortiums, netwroks or other business entities can position YOU as a solutions provider on a higher playing field.

We at Vio and Innovirtua pride ourselves in creating an environment of collaboration. Joining our group to explore how we can work together may open new doors. Or you can create your own working relationships with the people who call Vio their business community.

Go out, collaborate, and prosper.

Attracting RL Businesses in SL

Attracting RL Businesses in SL
Vio Business Series #20

INTRODUCTION

Business is alive and real in the virtual world. All apsects of business are important in the virtual world. Even with the downturn in the economy, there are opportunities for those who know where to look or how to make lemons into lemonade. Companies looking to reduce the bottom line are finding new technologies and virtual environments as cost-savings solutions, and those who are positioned to provide the solutions are cashing in.

Vio Business and Innovirtua are proud to provide its members with the opportunity to learn from our own persepctive and from the perspective of other members of our dynamic business group.

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Attracting RL Businesses in SL
by Xander Newman

Yes, there is REAL money to be made in the virtual world, including Second Life. The best opportunities are getting paid by real-world companies for in-world business solutions. The challenge is reaching these companies early on in their discovery process. Afterwards, it's all about developing trust, reaching a commitment to a working relationship, creating a reliable channel of communications, follow-through with your provided solutions, follow-up and evaluation.

How does one reach the decision-makers of these companies?

Fortunately, there has already been a high level of visibility in the business world about the virtues of the virtual world. There was a boom of publicity in late 2006 and early 2007. PR is getting out in the media sporadically these days, but word of mouth in the business world has continued to spread the virtues of the virtual world and have companies continuing to inquire about the benefits of SL and other platforms.

Usually, the first line of decision makers are members of a company who are hired to make decisions on technical solutions. These could be IT Directors, the VP of Technology, CTO, or even the business owner. And these people are usually taking the initiative to research the solutions, so they are the ones you want to reach before others do. Their research may start with Internet searches, word-of-mouth, or print publications.

HAVE A WEB PRESENCE

We cannot underscore the importance of having a web site that can be found on the Internet. The web site should be rich in content about the virtual business solutions you are providing. It should also have the professional appearance that real world businesses look for to make the best first-impression. If you can't afford a web site, at least start with a blog, as they are free. An example of a blog can be seen at:

http://successfulvirtualbusiness.blogspot.com

Some web developers in the Vio Business group are:

Random Merryman
Hubi Hynes

GET THE WORD OUT EFFECTIVELY

Once you have a web presence, how do you get found?

People often use the Internet to search for answers, so the key is providing information people are looking for on a web site or letting people know who they can talk to to get the answers they seek. Being found on search engines becomes crucial in connecting with RL business decision makers before someone else does. This is where Search Engine Optimization (SEO) comes in. It is important to have one of the first found on the search engines when your taregt market does a search.

Also, use Web 2.0 tools and social networking sites to help you reach these decision-makers. Join these web site and join groups to network with people who are into technology and IT.

www.facebook.com
www.myspace.com
www.linkedin.com
www.youtube.com

These are just some of the top sites where you should have a presence.

When you have your initial conversations with the decision-maker, you will need to be well-positioned to be seen as a leader in your field. It will take building a level of trust with the person, to get to the point of ultimate decision-making.

The Topic of the next seminar will be about Positioning and Trust-Building in working with RL Companies.

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SUMMARY

When a virtual services firm deals with a real world company in the virtual world, make sure all terms and conditions are clear and understood before a financial commitment is made. When dealing with RL companies, be prepared to work with them using the same standards and procedures they are accustomed to working with, including having written contracts, phone conversations, or even face-to-face meetings. Be prepared to protect yourself legally as a business entity in case anything goes wrong.