Your company’s collective knowledge and know-how is its greatest asset not the products or services you offer; products and services are merely the means to implement your expertise. Your capacity to grow and prosper is dependent on your ability to effectively present your know-how in creative, informative, entertaining, understandable, and above all memorable ways.

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A true brand is a metaphor for desire, a container for aspirations and the promise of fulfillment. We are all the same, each of us searching for the same things and they aren’t keywords. Most businesses think way too narrowly; too focused on the concrete instead of the psychological. Branding like history is based on enduring themes, the universal hardwired predilections that form our basic needs and wants, whether for business or pleasure.

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The average person is exposed to an assault of stimuli each and every moment of our waking day. Some of this stimulus catches our attention, but much is filtered out as extraneous, useless, or unimportant. This filtering is our way of handling the constant barrage of information we endure. As marketers it is our job to cut through all the meaningless, random white noise of life and penetrate the consciousness of our targeted audience with our marketing messages.

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When I was a kid in grade school, if your penmanship was up to par, you were given a straight pen. My guess is most people today have never used a straight pen or even a fountain pen. You really have to be ancient or a pen freak to bother. But what I remember most, is the frustration of using a new nib, it seemed to take forever to get it working by cleaning the nib and priming it with ink. Without priming the nib first all you had was a pointed stick, useless for writing, let alone anything else.

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The Web consumes content like a teenager at an all-you-can-eat buffet. Lots and lots of content makes you more search engine friendly, helps establish your knowledge and expertise, explains in detail what you offer, and justifies that offer with all the explanations, statistics, and rationale you can muster. The problem is nobody reads it.

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Every week I get asked to look at business websites and tell the owners why they’re not getting the results they want. Some of these sites are straightforward brochures, others are e-commerce catalogs, and some are those direct-mail-style pitches reminiscent of old mail-order magazine subscription schemes ported-over to the Web. Some have incorporated do-it-yourself audio and video and some even had this media professionally produced; still the results stink. Why?

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