|I see you ...
||In a suit, sitting at a business meeting with a laptop and a file of papers
||In shorts and a T-shirt with a 34DD blonde from hire-a-bimbo posing in front of some rich geezer's house and Porsche for a photo
|Professional Business People; Corporates; M&A professionals; PR and Branding companies; Intellectual Property Experts
||Gullible newbies, MMO junkies, the kind who go for every WSO and sign up to every "guru's" newsletter
|How To Reach Customers
||Business sections of the broadsheets, financial newspapers and magazines, trade journals, professional bodies' in-house mailing lists, industry events
||Partner with other players in the industry. Pay them to recommend your product to their list, carry your guest blog post, interview you. Start an affiliate program and give other MMO merchants an opportunity to make money if you make money. Don't worry about product quality. Concentrate on the conversions and funnel
||A few thousand dollars paid up front or a few thousand dollars a month for access to a SaaS solution.
||Smaller price - $97 or $147, that kind of thing. Or, better still, give free initial access after taking their credit card details for later billing / automated subscriptions. Keep automated charges small so they don't notice it for a while.
||An in person pitch at business meetings, stalls at exhibitions, guest speaker at professional organisations' annual events
||Long sales letter, squeeze page, free pdf to build your list so you can extract more revenue by cross selling other MMO schemes. Target the SERPs via linkbuying, doing articles in UGC sites, creating videos in YouTube to try and capture as many slots on page 1 of Google as you can.
|Form of Delivery
||Some printed material supported by personal advice - whatever form is best for the customers of the service.
||Blog, podcast, downloadable pdf. Or give the appearance of even more value by splitting the course up into numerous videos and ebooks and "tools" (don't forget to create some images to show what that material would look like if it was all printed out)
||A formal business address. Perhaps offices in multiple physical locations with proper landline phone numbers
||A few get rich quick domain names registered behind a privacy service to not disclose your home address. A PO box number if you need to receive post
|Size of operation
||An organisation with staff
||A one man band
|Your Reputation / Credibility
||An industry leader. Someone who is respected for his wisdom and knowledge
||You don't have reputation. You try to build it on your long sales page letter by making unsubstantiated claims, posting bought testimonials. It's about bluster. Be a tomato frog.
||You're in it for the long term and your primary goal is taking care of your customers
||Just sell the bloody shovels while the going's good, dammit!
|How you see your customers
||You see them as professionals like you and talk to them on your level
||You maintain a "guru" status. Your customers don't know much and because you know a bit more you come across as smart. So you exploit that by telling them how you'll hold their hand and assist them every step of the way.
||Sophisticated. Grammatically correct. High editing quality. The language, jargon and buzzwords of the corporate world.
||Keep it simple. The odd grammar or spelling mistake may not be noticed and even if it is your customers won't mind - to them it's the message that's important, the upbeat tone, the encouragement. Talk like a pal, use colloquialisms, it ain't going to cause no harm.
|You address your customers as
||Sir or Madam or Mr / Mrs / Miss. Some of them may have other titles like Dr or Prof.
|You want your customers to think of you as ...
||A reliable business partner
||Their cult leader