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.
Sunday, January 25, 2009
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.
--------------------------
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.
--------------------------
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.
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.
--------------------------
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.
--------------------------
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.
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