Every time I attend WebInno in Boston, I get the same question: “you came here ‘all that way’ from Connecticut?”

Honestly, is an hour and a half really “all that way”? I realize Boston is not exactly in my backyard but the mini-schlepp is definitely worth the trip. I like to think of The Web Innovators Group as the best geekpreneur sock hop on the East Coast. One Tuesday evening per month start-ups and techie guys and gals with ecomm and weberactive ideas court VCs and funders. We sip cocktails, watch demos and chat each other up with our best elevators.

As a writer and marketing message maven, I attend for very selfish reasons. The first is to have cool stuff to write about. The second is to have cool stuff to share with my clients. I could Google all day long to find out what new soc media or ecomm ventures are kicking up but, until you talk with the creators, you can’t really get a sense of how trends are shifting. Not being a techie, what seems new and fresh to me is old hat to a developer. I constantly feel like I’m behind the curve. I hate that. But feeling behind the curve is not all bad because it constantly drives me to learn something new every day.

I’ve met some sharp onliners at WebInno that I’m looking forward to checking in with, particularly Mark Doerschlag with MarksGuide, who just launched sites for NYC, Seattle and more, Kevin Gardner who runs the cool online music collab site Tune Rooms and Chris Keller from Fafarazzi, a fun soc net site that is like fantasy celeb sport meets The Onion. These guys have weathered the storm so far and have proven that they have the right combo of good idea + positioning + audience to pull it off.

Another reason I attend is to share ideas (to anyone who will listen) from the marketing and business perspective. Developers and programmers have a tendency to work within their world and focus on the “it”: what does “it” do, how does “it” look and where will “it” take the next wave of online cool? These are all very important “its.” The one I find missing a lot, however, is this: why are we doing “it”?

Asking why forces you to think beyond the immediate application and ten steps ahead to the possibilities of multiple apps. I sense that geeks and techies are getting wise to this, now that start-ups are transforming from dorm room innovation to dedicated career path.

If I could make one forecast for trends we’ll see on Tuesday night, it is this: hyperlocal. It’s a safe prediction, considering the pretty long list of new tools and apps for people to make online and offline connections for business and hobbies alike.

More importantly than trends, however, I’ll be paying uber close attention to conversations. It’s been a while since I attended a WebInno. Last time I attended I met the spectrum of smarties, from genius kids who were green in the ways of business to sharp-eyed suits who could use a little less business in their business.

Either way, I’ll be counting the times I hear, “You came ‘all that way’ from Connecticut?” So, let’s make another forecast. I predict that I’ll hear that question at least 4.5 times. More or less.

Hope to see you there! To check out the attendee list, go to the Eventbrite site for WebInno.

7) Create Auto-responders. For most of us, email activity takes precedence over web surfing. If your clients order from you online or interact with your website, keep them engaged by delivering an automatic (but personalized) email two days later and then maybe a different message five days later. Content could be a quick “you might also like” tip or recommendation that showcases your expertise.

6) Bring Community to the Community. If you’re going to have an active blog with news and updates, invest in the programming required to alert visitors by email of new posts or add RSS for feed aggregation. Your visitors will be the first to drop conversation by not returning to your blog. It’s up to you to ensure the dialog continues.

5) Tap Into Timing. What is happening with your customers? If you are B2B, send a product or service update that relates to easing their current woes such as cutting costs or getting through the busy season with sanity. If you are B2C, pay close attention to the trends, reports and studies released that reflect your customer’s demographics. Use the information to spark conversations by sending short-paragraph emails that connect your business to trends. Be sure measurements are in place to track results.

4) Understand New Media Before You Implement It. Pay-per-click ad campaigns (i.e. Google Adwords) is not at all like a static print ad that is bought, created and left alone to do its job. PPC, text message ad campaigns or even investing in the creation of Podcasts or a video series require continual testing and measuring to ensure true effectiveness. Just like your website, hire technical and marketing experts to create, implement and measure campaigns.

3) Use Face-to-face to Jump Start Your E-teraction. If you’re attending a trade show or networking event, use that business card as a temporary pocket database. Take notes on your conversation that include trends discussed, publications mentioned, competitors or anything that will continue your conversation when you’re back at your desk. Always transfer those notes to your electronic CRM or Excel file or wherever you keep tabs on your clients.

2) Understand the Dynamics of Online and Offline. If you’re going to use direct mail (letter, postcard or other) to promote an online special, don’t dump visitors to your home page. Use a very short dedicated URL that allows customers to input a coupon code or information into a form that takes less than 30 seconds. Long URLs will be ignored and if customers have to dig for a promotion, they’ll go somewhere else.

1) Fix Bad Usability. If your analytics tool tell you that 13% of online visitors are dropping off at Step 4 of your sign-up process, find out why and fix it. That number may seem small now but will continue to climb. Set up an automatically generated email that is initiated when a drop occurs. Make sure the email is personalized with the visitor’s name, lists the correct contact in the signature and can be easily replied to. Customers that walk into a store and have a bad experience that is not resolved don’t go back. The online experience is no different.

When emailing, always adhere to legitimate practices. Require confirmation at sign-up, don’t spam, write relevant subject lines and always provide your business address. Those big brother search engines are watching your every move.

If you have other ideas for improving the e-experience, we’d love to hear them.

According to singer Jill Sobule, there is no end to the superness of this week. Catching the Bryant Park Project today on Sirius, I had a good chuckle listening to Jill and her co-singer pal belt out a little diddy for Super Tuesday.

Even better than the diddy was the conversation that followed. Jill is currently raising money to produce her next album through this site: Jill’s Next Record. She’s not just asking for flat out cash. Givers receive too. Sponsorship levels range from $25 in exchange for a comp copy of the CD to $10,000 to join her on the record (cowbell provided).

This has to be the best idea I’ve come across all year, and that’s not just because it’s only February. We can all take some cues from Jill. Whether she knows it or not, she’s maxing out the convergence of ecomm, grassroots marketing and social networking.

In 2007, Radiohead channeled publicity for their latest album, In Rainbows, to a website where fans downloaded tracks at a self-chosen price. A statement against old school industriasts? Publicity stunt? Either way the tracks are no longer available as freebies. There’s no failure here. Radiohead’s approach got everyone talking and gobs of site-clogging traffic. The chatter was mostly aimed at the stunt versus the album itself which is a bit of a shame but either way we all should applaud Radiohead for connecting with their fans in a new way.

Jill’s path takes the fan connection and blows it up. She reverses the path by getting her fans to pay her. How great is that? Everyone talks about building a community online but Jill is really, actively, one-by-one, person-to-person, musician-to-fan drawing the circle. If I threw Jill some cash, which I am contemplating, you’ll bet I’ll be checking back at the site in a few weeks to see if she’s raised any more money. I’ll also tell my friends about it, maybe even blog about it again, and I might buy a few of her older tracks too. All of my actions along the way will contribute to Jill’s success and this is the key value of Jill’s idea: I’m giving just as much as I’m receiving. That is a true community experience.

If more people can Jillify the web, we can really advance this thing. Let’s get active. Connect with people online in ways that mimic real connections. Jill has me thinking about my own web presence. Since my talents are limited to playing the spoons and writing about other people’s talents, it will require some thought. I’ll get back to you on that. Until then, give Jill a visit.

Have you heard of any other weboneers paving the next wave of online experience? Chat us up and link away.

It’s not about “how” can I get successful but “how successful can I get?”

This week I attended two girl power networking events, both discovered while rummaging through MeetUp.com. Although hosted in the organizer’s home, each event was very different. The first was The Professional Women’s Lunchtime Collaborative in Springfield, Mass., a small group of business indies who gather once a month with a purpose. Each month a member takes the wheel and presents a project or challenge for the group to nosh on. I like this approach. We bring our lunches, get to know each other in small bits and do our best to stay on topic.

The second event was a wine and chocolate half-social, half-networking evening. About 20 gals and one unsuspecting guy (don’t worry, we went easy on him) gathered in a very cozy fireplaced family room. The group is the Western Mass. sect of eWomenNetwork. This is atypical of their monthly meet ups which are usually a paid-speaker-dinner event. The flow of this event was possibly too casual, as discussions drifted here and there, but I didn’t mind. We kept topics to 90% business and the ideas flowed plenty regarding marketing, staying motivated and looking for new avenues to grow business.

Both events confirmed a gut feeling that I’ve had for several months now: women are itchy. Today’s professional women are energetic, smart and eager to suss out new opportunities. We’re competitive and supportive all at once. Business networking has really grown up and we all recognize the value in creating communities that have direct and indirect impact on our business.

I believe the focus for women succeeding in business is finally shifting from isolated big strides to a multitude of smaller but more effective leaps. In the early days of my career I worked with several women who were still living in the residuals of vigilante feminists. Don’t misunderstand me here – I am a huge proponent of competition and empowerment. I also believe competition is at its best when it coexists with mutual respect and support.

With the long-time career women I encountered in the 1990s, fear of not getting ahead was the driver and an expectation of suppression was a natural response. They were still “fighting the good fight” but their fight was not of 1970s and 1980s solidarity. Their fight had moved from “the man” to protecting their hard won territory against the younger women who were looking for mentorship and empowerment. It was a weird time. My views of this time were possibly skewed because I was green and new to office politics but I doubt this is the case since I see a definite change these days.

We are beyond the 1990s confusion of “every woman for herself while pretending to stick together.” Today, it’s not an either/or situation. In the U.S., it’s not about conquering territory and making a claim anymore. Now is the time for action where the focus is not reaction but impact.

The opportunities now open to everyone in business is causing an itch. I can literally see it in people at the networking events – they’re jumping out of their skins. The breadth of opportunity is immense. It’s not about “how” can I get successful but “how successful can I get?” Moms take time off to hang with their kids and then they float into business whenever the opportunity strikes. I met a woman the other night who quit her job last summer and is just now thinking about getting another one, if the right one comes along. The organizer of the eWomenNetwork group home schools her six kids, yet finds time to help build a community of professionals who are focused on motivating and philanthropic business practice.

Man or woman in business, it’s time to scratch that itch. I want 2008 to be defined by action. Your actions should result in success for your business and for others in your community. Big or small, the actions we take to improve the business environment for others will always have great rewards for our own growth and success.

Predicting what 2008 will bring is tricky business. It’s an election year, housing is moving on from sellers-market denial, credit card debt continues to eat away at our economic stability, the U.S. dollar has seen better days, old media continues to fight the once-good fight while new media prepares for all-out infiltration and conglomerate air time is continually consumed by the Writer’s Guild strike and Britney Smears instead of our troops.

Armageddon? Not yet. As far as I can tell, turmoil breeds panic for the timid and intrigue for everyone else. The business climate, depending on the business, is at once volatile and filled with opportunity. I see the upcoming two years as less of an end to a decade than a precursor to the incredible shifts that will take place beginning in 2010. Virtual living and working will cause person-to-person business to make room for better online practices and philosophies. To be truly successful in the Web 2.whatever, businesses must synergize online and offline activities. Your business’ relationships, revenue and mojo depend on it. Enough about the decade, let’s just focus on 2008 for now.

Below are WallFly’s top three predictions for the upcoming year. I have to admit they are a mix of prediction and hope. Maybe I should have called them “Business-Fulfilling Prophecies” instead?

Recession Schmession

Smart companies will improve relationships, not business plans.

I’m not suggesting you avoid streamlining. We’re all making measured decisions with our cash flow. Just last week I considered not sending out a business mailer for the holiday season. Instead I opted to spend less money at Panera and wait until the new year to hit Staples.

Move your numbers around all you want but if you’re not taking time out to do the following, you are losing ground with clients: a) connecting with your clients on a regular basis (phone, mail, email or events) to increase opportunity for more interaction b) learning when, why and how your current clients interact with you, and applying that knowledge to improving your value and c) feeding your positioning with a menu of competitive activity, impending growth and your customer’s changing climate.

We all know that getting a client takes double the effort versus convincing a happy client to stay, so why do companies continue to neglect clients in the off-season of interaction? Think about your best personal relationships and what makes them tick. Making someone happy in a relationship 90% of the time requires improving their life every day (i.e., taking out the garbage) versus buying an expensive gift one day out of the year (i.e., buying an iPhone). Next time you consider dumping all of your marketing dollars into a big trade show, think about the low-budget things you can do to reach out to clients throughout the year: start a monthly newsletter, make quality control phone calls, talk about how other clients benefit from you, make in-person annual visits or even send out a short quarterly email that shares info on upcoming developments.

Ecomm Grows Up

Utility will emerge from 80 gazillion social media apps.

I’ve seen some pretty useless Facebook applications - from starting a virtual snowball fight to getting hugged by a zombie. How do these strides in web development improve your business? They won’t. But they will change the way users interact with the web and that’s what you need notice. Once users start expecting things from the online world, they want it from everyone - a streamlined user experience, content that takes into account context and a site that understands the concept of easy.

The massive amount of activity taking place among developers for Facebook and now Google’s universal app platform will both increase the size of our kids’ behinds as they play less soccer (or play more virtual soccer) and generate technologies that users will want to see everywhere. If you have a website, start paying attention to the activities happening online. You don’t have to apply them all but you have to understand how it will affect your clients. I’ve advised some clients to skip blogging because it didn’t make sense for them. It’s not about jumping on the latest, new technology - it’s about understanding how all new technology is driving the way we do business.

Marketing Gets Stuck

New media will drive marketing. The stories that stick, win.

I was wondering when some smart marketing guy would take Chris Anderson’s Long Tail and extend it by applying it to branding. The smart marketing guy is Mohammed Iqbal and the essay is The Elongating Tail of Brand Communication, as found on ChangeThis.

One-hit wonders are not only increasingly rare in this climate of targeted success, aiming for them is the same as denying the tastes of various music fans. We are a culture of choice and highly personal demand. One size does not fit all and this philosophy applies to both your products or service and your brand position.

I recently discovered this in my research for finding a market for a Connecticut coworking space, Group88, that I will help manage in 2008. Some of the area professionals liked the idea of getting out of their home-based office to meet with other folks while others had no need for networking at all (I think there’s always a need for networking but I’m partial to the practice). You can’t be all things to all people so don’t even try. You can, however, choose the primary values of your positioning that appeals to your variety of customers. Using new media channels to test an idea and then kill it or expand it will yield higher results than picking one thing and crossing your fingers that it will stick. Don’t egg your basket - add crates and buckets and other things to put all your eggs into.

I have never been tempted to drag myself out of a post-Thanksgiving coma to mingle with the early morning freaks on Black Friday. But darn that Kohl’s if they didn’t have the best deal on digital photo frames. So, there I was, pulling into Kohl’s at 4:15 a.m., and under my droopy eyelids I suddenly notice not 1, 2 or 3 but like 8-10 women strolling out of the store with purchases in hand. The store had only been open for 15 minutes! These gals must have been camped out since 2 a.m. and, obviously, knew exactly what they wanted - my digital photo frame. Dang it!

I parked the car, in the second back lot since the first was a complete nightmare, and strolled into the store. After finding the empty shelf that was home to my digital photo frame and catching a glimpse of the frenzy throughout the store, I split. I then strolled over to Best Buy, which was opening at 5 a.m., and got in the line about 300 people deep. A guy in front of me told another guy that he’d need a ticket or he’d be forced to wait outside and, by the way, they weren’t giving out tickets anymore. Back to the car I went. I’ll spare you the details of the rest of my day, which I now call Black-Eye Friday, for the elbow-throwing crazies who will do anything to grab the biggest deal first.

Have we totally lost our minds? Retailers are pointing to high fuel prices (which are definitely a factor but not always a deal breaker) and the mortgage crunch for pre-blame commentary on how they will have a tough holiday season. Dozens of surveys and reports such as this one by U.S. News predict consumers will tighten their belts and spend less than we have in the past 5 years. Fooey! It’s not the holidays we should be worried about. Consumers won’t spend less between now and December 25. They’ll just jack up their plastic and then, starting January 1, try to figure out how to pay for it. And that’s when we’ll all be in trouble.

I don’t think we’ll have an all-out recession (plus, who am I to predict such things?), but I do think that businesses will be tightening up in every area: resources, marketing, advertising, overhead, employee benefits and anything that isn’t instantly reflective of the bottom line. You will see tons more businesses investing marketing dollars in online within the next two years. This isn’t difficult to predict based on the recent growth in trends and the Googlization of advertising, but I believe more businesses will be open to online for basic cost-saving factors. As long as they can be sure of the return and, with online, tracking the return is as easy as a few clicks and a scan of the data.

You can take all the surveys you want that will predict a slow in spending, and they might be true, but I’m less concerned with the economical effects of not buying Johnny an iPhone in Christmas 2007 versus the after-effects of a nervous economy that breeds less investing and ostrich-like spending in 2008 and beyond.

I’ve spent most of my career working for other people. Before I started WallFly, I had the everyday ritual of most Joe Workers: smack the alarm clock, drive to an office with other dutiful Joe Workers and then go home for a few hours before starting the process all over again.

I still smack the alarm clock but, depending on the previous night, it could be a 7 a.m. start time or maybe 10. How awesome is that? The freedom is the best perk. The solitariness, however, can make you feel really small. I wanted to find out who else was swimming about in the solo entrepreneur underbelly so I wrote Mavericks, an article for CT Slant. In my research, I talked with some really cool folks that ended up on the cutting room floor (1,000 words gets eaten up fast) so here are the Mavericks that didn’t make it into the piece:

Brightegg: www.brightegg.com

The Bright Idea: Smart websites for budget-smart professionals

How It Works: Brightegg has built an online platform for businesses who want to self-create, manage and market a website that is not cookie cutter and doesn’t break their bank. Their approach is unique. Designers from all over the world create themes for Brightegg and post them for purchase. Users can buy exclusive rights to a design (you’ll pay more) or choose a design that’s open to anyone (on the cheap). You can also hire Brightegg for a custom website. I know their work – you will not be disappointed. If you’ve ever tried to use free blogging software or set up a website yourself, you know the limitations with templates. Blech.

Start-up Life: Brightegg received funding for their gig and two of its partners are still juggling day jobs. Newly launched and in Beta, Brightegg has survived the funding and initial build phase and, according to co-partner Jim Kieffer, the next hurdle is traffic.

“The biggest challenge is getting the word out,” said Jim. “We offer companies something they can’t easily get anywhere else: a high-end, feature rich website, plus hosting and email, at an inexpensive price. We’ve got a great position in the marketplace but if the marketplace doesn’t know we exist, what’s the point?”

As a first venture, along with co-partners Leo Pellerin and Ryan Rose, Kieffer said one thing they’ve learned is that the money “goes much quicker than you think.” More than figuring out how to get funding, Brightegg has had to learn the nuances of working with investors.

“You need to think big. We thought big and still could have asked for more in our first round of funding. Ask yourself if you truly believe in your idea, product and business plan. Investors want a confident management team more than a good idea or product,” said Kieffer.

Kieffer advises other start-ups that a good idea is only the beginning.

“Think simple and targeted. People need to instantly connect with your brand without having to think about it. Also, take advantage of the new world of social networking and outsourcing. If done right, it can be tremendously helpful and rewarding.”

Go Cross Campus: http://gocrosscampus.blogspot.com

Designs on Dorm Dwellars: Gaming meets happy hour

How It Works: GoCrossCampus, or “GXC,” creates online games that mimic real locations. Gamers play on custom maps of their campus or surrounding area while interacting socially with other gamers. The first game was done by the Yale College council and had over 50% of the undergrads participating. Each game is custom-created to last 4-6 weeks.

Start-up Life: Unlike Brightegg, GXC is taking on the give-it-away-now-sell-later model. The games are free and, according to co-founder and Yale student Brad Hargreaves, the social networking-casual gaming platform is hoping to build a community that will attract a big player buy.

“You have Facebook versus games that were surrounded by a stigma – think of the fat kid in his basement. We want to break down that stigma. We think GXC is a great way for people to interact.”

Hargreaves, with his Yale crew, found resistance with their YouTube-like philosophy of building a following and then monetizing later on. The group had to go out of the state for funding. Connecticut investors wanted to see a strong revenue model that wasn’t part of GXC’s philosophy.

According to Hargreaves, Yale has “really taken care of us” with space, connections to advisors and people who shared theGXC philosophy and asked for nothing in return. Next on the horizon for GXC is getting more developers on board, partnering up with schools to play the game in Beta form and building a Facebook app so gamers can put stats on their profile.

For the initial games, GXC spent nothing on marketing and spent their Angel and VC funding on the product build. Hargreaves said that his biggest challenge was not getting funding but finding talent.

“The West coast is competitive. It’s tough to get the people you need because you are pulling them away from Google and Yahoo. Here it’s finding the people you need from a limited pool because they’re headed to the West coast.”

Hargreaves’ advice? “Get your idea out there. You’re not working on the Manhattan Project. If you have the opportunity to speak to Yahoo, go do it. If you’re huddling around your idea, you won’t get very far.”

XLerant: www.xlerant.com

Good Sheet: Accounting software for non-accountants

How It Works: BudgetPak is a “budgeting agent,” similar to Turbo Tax for accounting. Xlerant found that the industry is limited by targeting only the people willing to invest time to learn financial software. According to XLerant, the people driving business don’t want to be involved in the budgeting and planning process, the core of a business, because every accounting software looks like Excel, a product bought by accountants.

Start-up Life: When President Larry Serven and XLerant’s Stamford-based co-founders first developed an idea for easy-to-use accounting software, they looked to Excel. Not as a model but as everything they didn’t want to be.

“Our vision is to redefine the industry. The standard for ease of use is not Excel. The standard is Apple, Amazon, and Expedia. When someone thinks of easy, they think of ordering a book on Amazon, but they reject a spreadsheet as being ‘easy,’” said Serven.

In 2005, XLerant began developing their application with their first customer and psuedo-investor. In exchange for funding the costs of development, XLerant’s first client received unlimited user license and perpetuity. The alternative would be to grab VC cash, build and then launch.

“As an entrepreneur, you’re not always looking for the money, you’re looking to build a solid working relationship with an investor. You’re looking for them to add value,” said Serven.

XLerant headed down this partner-investor path on the advice of CTInnovations. According to Serven, CTI has helped in revealing the product, map out marketing and positioning and determine the most effective way to spend their cash.

Next step for XLerant is building the sales and marketing force. The company plans to continue building BudgetPak and looking for new ways to fill a market need.

“Every entrepreneur has to evaluate each potential exit strategy or offer when the given time comes. For us, we’re focused on keeping our head down and doing the best in the industry and good things will follow.”

Last week I was fortunate to have presented to XCellR8, part of the Connecticut Growth Network, an eclectic mix of technology start-ups, academia, reps from the state, VCers and consultants. After a shaky start, literally . . . (I stupidly skipped breakfast and wore shoes that crunched a broken left toe, sparking nausea and a blood sugar drop that almost landed me on the floor - I wish I were kidding) . . . my very patient, considerate crowd and I tackled a few topics on brand synergy and top online and offline marketing channels for pocket-friendly budgets.

If I could redo the hour, I would’ve focused it more on the area of high-return marketing channels. Brand synergy is important stuff, particularly for companies looking to build loyalty and find a competitive voice, but this group needs more “what can I do right now that won’t kill my budget” options. So, here are three areas that I believe hatchling start-ups should contemplate, keeping in mind that each business requires unique strategies:

Strategize, Don’t Agonize

During the discussion, the group expressed a few pain points that need further discussion. In particular:

“My business is not ready for marketing.”

RESPONSE A: If you’ve got a website and/or clients, you’re already marketing. The trick is focusing those energies to ensure the right message gets to the right markets and leads to more clients.

RESPONSE B: Remember that commercial that showed a start-up company’s excitement turn to panic as they launched their website and then watched purchase orders pile up into the millions? Never happens. I’m not saying that you shouldn’t have your infrastructure in place before you reach out to the world, but avoiding marketing because you think you’ll be bombarded with clients that you have to turn away is causing you to miss opportunities. Building a product (or service or organization) and marketing it are joined at the hip. While you are building, you should be marketing. This doesn’t mean printing flyers or hiring a PR guy. It does mean engaging your market on the groundfloor to grow your audience, learn from them and then reach out to places where there are more of them. More tips on what marketing to tackle first are coming up.

“My clients don’t live online.”

RESPONSE: Are you sure? Call them and find out. Spend a few hours to reach out personally to clients and ask them questions about their challenges, the benefits you’ve been able to provide, how you can make it better, where they spend their time, publications they read, what types of programs they’d participate in and how they prefer to interact with you (email, print, etc.). When you have this information, compile it into a spreadsheet and compare notes among the clients based on their industry, purchase history and other defining features. This knowledge will help you finetune the channels you use to reach out, what you say and how often. By calling, you have also just made yourself top-of-mind with a client who was thinking about solving a production line problem or how they could improve efficiency. You never know where conversations can lead.

“My background is tech-based and I can’t afford to hire out for marketing or I only want to spend XXX, where do I invest?”

RESPONSE: Consider setting a budget, even if it’s only $500 and pick one or two initiatives. Based on what you know about your current clientele, target efforts that make sense for your business and what your audience is willing to do. Some ideas include: starting a referral program with clients or building a “beta or advisory group” of select clients where they give you feedback on your product/service in exchange for giving them something they can use (access to you, discounts, etc.). If you’re going to spend your money in online advertising, first find out how your current clients found you. Get the keywords they used, who mentioned you or, if cold calling, what sold it on the phone. Google Adwords (and the like) are cheap but worthless if you don’t use them wisely and keep an eagle on eye on their return. I believe, for start-ups, you’ll get more leverage out of building unique content and generating PR buzz.

Every business is different and requires a unique, tactical approach that aligns with your business strategy. If you’re starting out, focus marketing efforts on areas that get you noticed, provide the biggest return and allow you to be agile. You are testing the waters of what works, how to best market yourself and where to find your audience. Where you spend your time and money now will become building blocks for your brand’s unique value and will set the stage for bigger marketing initiatives.

Become A Resource

These days, out of sight ensures out of mind. Depending on where your audience lives, online or offline, reach out with unique content or activities that sparks more interaction with you and adds value to their day. Here are some ideas:

1) One Paragraph Tips. Spend an hour and write out 5-6 different paragraphs on using your product/service, business ideas, ways other clients have been successful and dos and don’ts. Use this content to post on your homepage (and in your blog if you have one) and email to clients in a quick “Tip of the Week” type email, always linking back to your site for them to read the archived tips. When you run low, sit down for another hour and write out 5-6 more.

COSTS: If you can easily post items on your website and can manage email campaigns, this will cost you 3-5% of your time per week. If you need to pay your web developer to do this for you (yuck - that will add up!), it will cost you a few hours of their time per week.

2) Get Out There. Conferences and seminars always need speakers. Find outlets where your audience is future clients, not just colleagues. The key here is to use the opportunity as networking and leveraging. Before your talk, announce your appearance to clients and encourage them to join you. Maybe a client you’re very close with will want to help you present and give their view from the in-industry side? Be sure to follow-up with clients after the event with a recounting of the experience that includes what you learned at the conference and trends to watch.

COSTS: Again, your time is required on all aspects: putting the presentation together, participating in the event and reaching out to clients and prospects. Make sure the investment is worth it by ensuring the audience is within your target market and that buzz you create around the event will engage your current clientele.

3) Pitch It. I realize that not everyone is comfortable with talking to the media or don’t even know how to go about it. Getting major PR does require connections and a savvy PR guy or gal who can make it happen. However, media is always scrambling for fresh stories. Especially in these days of constant content when they have paper and/or a website to fill and a narrower audience base to reach. When you reach out to a publication, have a game plan. Give them a story idea that fits their audience and makes their publication look like they’re on the cutting edge. Maybe you and a client are working on an unusual project or maybe you see a trend in your industry that no one else is catching on to. The goal is to a) get published for visibility and b) use that publicity as a conversation starter with clients and prospects.

COSTS: This requires more time with gathering a list of media outlets, writing press releases and/or pitches. Consider contacting me for a free needs assessment. If you’ve got a budget for this, I can work with it. If you have a zero budget, I can give you more ideas of things you can do yourself - just be prepared to invest time that may take you away from your core business. How do you like how I did that – I pitched myself in a post on pitching. See how easy it is?!

Understand that online marketing is both science and art. Here are some specific points of interest for all businesses, whether you are high e-commerce or a brick-and-mortar that needs online presence:

Start Conversations
What type of email is opened the most – newsletters, promotions, ads? None of the above. Emails with the highest open rate are transactional. Confirming sign-ups, receipts for purchase and delivering passwords are considered transactional. While you have these eyeballs at the ready, why not promote something and get them engaged further?

No Dumping
Once you start a conversation, keep it going. If you are going to send people to your website from a direct mail piece or advertising, make sure they find themselves on a landing page or can easily continue the conversation you started. Don’t make them work for something that should be instantly gratifying. If you want to capture their information before they can get what you promised, get their name and email. Later on you can build more information on them.

Connect With Opt-ins Only
The more you send out emails that get hard-bounced, get put on black lists or avoid protocol (such as neglecting to put your company name in the “from” line or not using a dedicated URL in a campaign delivered by a sales management platform), the more you will be seen as less legit by search engines.

Some great resources for email and web marketing include:

Tamara Gielen – I met Tamara at a conference in Miami - she has great info on the latest in email and marketing trends on her blog, Be Relevant! at: http://www.b2bemailmarketing.com

TheEmailWars.com – eROI is a company that is focused on email marketing and this blog is the better of their four. It showcases best and worst examples of email campaigns and creatives.

Jakob Nielsen – the king of online usability, has a great article on “writing articles not blogs”: http://www.useit.com/alertbox/articles-not-blogs.html

Bazaarblog – Produced by a marketing firm, this blog has some great info on word-of-mouth strategies, ecommerce strategies and marketing.

Small Stuff – The latest manifesto on ChangeThis talks about “microtrends.” Yes, we all know about the growth of niche and the longtail but this interestingly takes it one step further and suggests that there is a lot of power in 1% that is being overlooked: http://www.changethis.com/38.01.JustOne

Social Networking is Coming For You – Businesses who don’t understand why Facebook and online community building will affect the future, will be left in the dust. Remember the days when email was primarily for chain letters and jokes? Now it’s a marketing tool. Younger generations are building social networking beyond trend and into lifestyle and work function. All the young techies are trying to figure out a catchy Facebook app like this: www.lemonade.com. It may not directly affect your business right now but understanding its impact will keep you open to opportunities when presented.

Word of Mouth – I’ve been a BzzAgent for several years now. As an agent, I spread the word on products and services that I like to friends and family and earn points for spending time talking about other people’s stuff. Recently, they launched the Frog Pond where agents spread the word on websites and online promos. WOM is strategically tricky stuff. I think this avenue will do well with agents like me who live off the laptop: http://www.bzzagent.com/frog/FrogPond.do