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.