Marketing and communications professionals are constantly looking for creative ways to promote their businesses and organizations. It's a way of life. Where a normal person sees a refrigerator magnet, a marketing specialist sees a chance at continuous visibility. Where a normal person sees a free postcard, a marketing specialist sees potential publicity for his company's new service. Where a normal person sees a collection of pictures and words online and calls it a website, a marketing specialist often does the same thing, and that's a problem.

The web is our most powerful, yet most neglected tool in marketing. Very few organizations truly take advantage of its power. Many of my clients become my clients because they need to update their branding. They need a new logo, office materials and marketing materials. They most often have a website, but it typically isn't what they want to update first. When I ask employees what they want to get out of new branding, the answer is either "nicer business cards and things to send/give out" or "don't bother me." This is a tremendous insight into that fact that selfishness is a huge motivator. Employees rarely visit their company website unless it's their job to do so.

They personally give out their business cards and other collateral and they want those materials to reflect well on them. Or, in the "don't bother me" group, they just want to do their jobs and don't want to be hassled by some annoying designer. At any rate, the website becomes secondary and employee's needs are first.

The lesson here is this: if you want to get into the mind of your market, you have to discover what selfish need they have that will get them to visit your website and give you business. The web is powerful because it provides instant answers for people actively searching for information. The web is not just about pajama-clad 20-somethings looking to buy CDs before bedtime. Every demographic imaginable has representatives online actively seeking you out. For example, a company employs a PR specialist to help build business. That PR specialist knows that she needs to align the company with a charity to offset some of the company's prior bad behavior and create a story for a press release.

If she stumbles on your organization's website and reads about your history, annual events and contact information, she may move on. But if your website discusses how your services dramatically helped specific people, how you are growing each year, how if she gives over $5,000 her company will be listed in every publication you produce, and how your corporate donor program has positively affected another company like hers, she may pick up the phone to talk to you. Throw in a choice of a free Spa package at the local tr