A look at the sales funnel and what marketing channels are appropriate at what stage.
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
This is a presentation that I did for the lead referral group at the Greater Derry & Londonderry Chamber of Commerce. It discusses how small businesses should be considering the Marketing Funnel in their online marketing efforts, and strategies that they can use to better lead customers and prospects to the ultimate goal in the funnel: Advocacy.
This was my keynote presentation at The Inbounder in Valencia, Spain. I cover why we should invest in brand and present a plethora of frameworks and models to help us do this efficiently within our organizations. You'll learn how to build brand, how to measure brand marketing, and how to position it as a revenue driver at your company.
How to Use Social Media To Attract More Customers - HubSpotHubSpot
Businesses now have the power to leverage the Internet -- search engines, blogs, social media -- to reach customers more effectively. This includes connecting with customers where they hang out online and engaging in conversations about the topics most important to them. Social CRM (Customer Relationship Management) is all about joining the ongoing conversations our customers and prospects are already having and not trying to control them. It's realizing that people like doing business with people they like and love doing business with people they trust.
This presentation covers:
* How to use social media to connect with customers online
* Creating content to attract more customers to your business
* Tools to help you manage and measure your social media efforts
Handling On-Site Tracking and Attribution in MarketingDerric Haynie
This deck lines out some of the common mistakes marketers make when tracking their user/customer activity and how to avoid them by adding UTM parameters, event tracking, and embedding hidden fields in forms.
This is a presentation that I did for the lead referral group at the Greater Derry & Londonderry Chamber of Commerce. It discusses how small businesses should be considering the Marketing Funnel in their online marketing efforts, and strategies that they can use to better lead customers and prospects to the ultimate goal in the funnel: Advocacy.
This was my keynote presentation at The Inbounder in Valencia, Spain. I cover why we should invest in brand and present a plethora of frameworks and models to help us do this efficiently within our organizations. You'll learn how to build brand, how to measure brand marketing, and how to position it as a revenue driver at your company.
How to Use Social Media To Attract More Customers - HubSpotHubSpot
Businesses now have the power to leverage the Internet -- search engines, blogs, social media -- to reach customers more effectively. This includes connecting with customers where they hang out online and engaging in conversations about the topics most important to them. Social CRM (Customer Relationship Management) is all about joining the ongoing conversations our customers and prospects are already having and not trying to control them. It's realizing that people like doing business with people they like and love doing business with people they trust.
This presentation covers:
* How to use social media to connect with customers online
* Creating content to attract more customers to your business
* Tools to help you manage and measure your social media efforts
Handling On-Site Tracking and Attribution in MarketingDerric Haynie
This deck lines out some of the common mistakes marketers make when tracking their user/customer activity and how to avoid them by adding UTM parameters, event tracking, and embedding hidden fields in forms.
It’s no secret HubSpot are really big fans of inbound marketing. We’re also obsessed with finding opportunities that will help us to grow quicker across our inbound channels.
In 2015 we started a growth team who were set a challenge, find ways to deliver a greater return from some of our best performing inbound channels.
This presentation will go through how we approached that challenge, the growth team we created and real results from initiatives they’ve implemented.
#4 IMU: Successful Business Uses for Facebook and LinkedIn (GF202)HubSpot
Class 4 of Inbound Marketing University
Successful Business Uses for Facebook and LinkedIn (GF202)
Professor: Elyse Tager, Silicon Valley American Marketing Association
You've started a blog, signed up for twitter, and set up a Facebook Business Page - now how do you know if it's working for you? This webinar will provide all the basics of how inbound marketing-driven businesses should measure their on-going campaign efforts. This includes understanding key business, website, search engine optimization, blogging, social media, and paid campaign metrics, and most importantly, learning how to draw insights from this new wealth of information.
Topics include:
* Why the ‘lead funnel' is the core of inbound marketing measurement and what drives a productive lead generation program
* What Website metrics to pay attention to... and which to ignore
* Easy and practical tips to measure blogging, social media and paid campaign ROI
A presentation on inbound marketing. Briefly covers high-level inbound marketing strategy, and dives into specific tactics for search engine optimization, blogging and social media. Presented at the Social Media Integration Conference in Kennesaw, GA on October 23, 2010.
From Social Media Benchmarks to ROI: How to Begin with the End on MindLightspan Digital
Everybody wants to know - what's the social media ROI? Some claim there isn't a way to measure social media ROI. And others have redefined social media ROI to mean anything but return on investment. This presentation shows you how set up tracking, how to choose measurements based on the objectives you set and how to do the hardest thing of all - talk to your bosses about the fact that social media marketing just like any marketing is always a cost.
Presented at Content Jam, Chicago, 2014.
Tom Jones, Head of Media at iCrossing, presentation from SES 2011 - PPC Beyond Search. Looking at today's PPC landscape; beyond the text ad; the importance of creativity and approaches & mindsets for success
Trust Equation Campaign Playbook and Checklist - Email Outreach and Sales Fo...Connect 365
We believe that small businesses, marketers, and sales professionals deserve better. We needed an automation system to build relationships with potential customers, clients, and strategic partners without requiring either a degree from MIT to implement or a massive budget. So we created it. And this document is our playbook.
Includes sales follow up email templates and outreach email templates.
Although delivering highly valued social media content for their clients, many advertising and communication agencies are struggling to develop their own effective social media strategies. This presentation, delivered at AGA Chicago 2013, walks you through tips and a process to employ to drive traffic and leads to the top of your sales funnel, using social media.
10 Steps to Launch a Content Marketing Strategy from ScratchArdath Albee
Ardath Albee presents the keynote: 10 Steps to Launch a Content Marketing Strategy from Scratch at the B2B Content 2 Conversion conference in NYC, hosted by DemandGen Report
Deliver Results with Automated Email Lead NurturingHubSpot
Learn why lead nurturing is a critically powerful tool for marketers and how to set up a successful campaign. Presented by Ellie Mirman at AMA Tampa, March 18, 2011.
Lead nurturing has become an integral part of a successful marketing strategy—specifically when building relationships with potential buyers across multiple channels, even if they are not currently looking to purchase a product or service. Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase.
The Definitive Guide to Lead Nurturing covers everything you need to know to get started using lead nurturing to drive revenue growth, including how to:
Create a lead nurture strategy
Nurture leads across channels
Segment a lead database
Choose appropriate content for each lead nurture track and audience
Get the most value from lead nurturing with testing and optimization
Measure and explain lead nurturing’s return on investment
July 2008 presentation giving a checklist of 20 tips to improve your web marketing. These are practical best practice tips covering the top mistakes I see in web marketing.
I addressed the students of the first batch of BIMTECH Bhubaneshawar in Greater NOIDA on Jan 04, 2014. While the topic was Using PowerPoint, I went beyond the software to cover fundamentals about the attention span of audience, why reading from slides leads to fragmented learning. I emphasised that PowerPoint is a tool and its more important to understand the art and then use the software in all its power (no pun intended.)
It’s no secret HubSpot are really big fans of inbound marketing. We’re also obsessed with finding opportunities that will help us to grow quicker across our inbound channels.
In 2015 we started a growth team who were set a challenge, find ways to deliver a greater return from some of our best performing inbound channels.
This presentation will go through how we approached that challenge, the growth team we created and real results from initiatives they’ve implemented.
#4 IMU: Successful Business Uses for Facebook and LinkedIn (GF202)HubSpot
Class 4 of Inbound Marketing University
Successful Business Uses for Facebook and LinkedIn (GF202)
Professor: Elyse Tager, Silicon Valley American Marketing Association
You've started a blog, signed up for twitter, and set up a Facebook Business Page - now how do you know if it's working for you? This webinar will provide all the basics of how inbound marketing-driven businesses should measure their on-going campaign efforts. This includes understanding key business, website, search engine optimization, blogging, social media, and paid campaign metrics, and most importantly, learning how to draw insights from this new wealth of information.
Topics include:
* Why the ‘lead funnel' is the core of inbound marketing measurement and what drives a productive lead generation program
* What Website metrics to pay attention to... and which to ignore
* Easy and practical tips to measure blogging, social media and paid campaign ROI
A presentation on inbound marketing. Briefly covers high-level inbound marketing strategy, and dives into specific tactics for search engine optimization, blogging and social media. Presented at the Social Media Integration Conference in Kennesaw, GA on October 23, 2010.
From Social Media Benchmarks to ROI: How to Begin with the End on MindLightspan Digital
Everybody wants to know - what's the social media ROI? Some claim there isn't a way to measure social media ROI. And others have redefined social media ROI to mean anything but return on investment. This presentation shows you how set up tracking, how to choose measurements based on the objectives you set and how to do the hardest thing of all - talk to your bosses about the fact that social media marketing just like any marketing is always a cost.
Presented at Content Jam, Chicago, 2014.
Tom Jones, Head of Media at iCrossing, presentation from SES 2011 - PPC Beyond Search. Looking at today's PPC landscape; beyond the text ad; the importance of creativity and approaches & mindsets for success
Trust Equation Campaign Playbook and Checklist - Email Outreach and Sales Fo...Connect 365
We believe that small businesses, marketers, and sales professionals deserve better. We needed an automation system to build relationships with potential customers, clients, and strategic partners without requiring either a degree from MIT to implement or a massive budget. So we created it. And this document is our playbook.
Includes sales follow up email templates and outreach email templates.
Although delivering highly valued social media content for their clients, many advertising and communication agencies are struggling to develop their own effective social media strategies. This presentation, delivered at AGA Chicago 2013, walks you through tips and a process to employ to drive traffic and leads to the top of your sales funnel, using social media.
10 Steps to Launch a Content Marketing Strategy from ScratchArdath Albee
Ardath Albee presents the keynote: 10 Steps to Launch a Content Marketing Strategy from Scratch at the B2B Content 2 Conversion conference in NYC, hosted by DemandGen Report
Deliver Results with Automated Email Lead NurturingHubSpot
Learn why lead nurturing is a critically powerful tool for marketers and how to set up a successful campaign. Presented by Ellie Mirman at AMA Tampa, March 18, 2011.
Lead nurturing has become an integral part of a successful marketing strategy—specifically when building relationships with potential buyers across multiple channels, even if they are not currently looking to purchase a product or service. Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase.
The Definitive Guide to Lead Nurturing covers everything you need to know to get started using lead nurturing to drive revenue growth, including how to:
Create a lead nurture strategy
Nurture leads across channels
Segment a lead database
Choose appropriate content for each lead nurture track and audience
Get the most value from lead nurturing with testing and optimization
Measure and explain lead nurturing’s return on investment
July 2008 presentation giving a checklist of 20 tips to improve your web marketing. These are practical best practice tips covering the top mistakes I see in web marketing.
I addressed the students of the first batch of BIMTECH Bhubaneshawar in Greater NOIDA on Jan 04, 2014. While the topic was Using PowerPoint, I went beyond the software to cover fundamentals about the attention span of audience, why reading from slides leads to fragmented learning. I emphasised that PowerPoint is a tool and its more important to understand the art and then use the software in all its power (no pun intended.)
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Business & Marketing PowerPoint Template - Business PowerPoint TemplateTheTemplateWizard
Welcome to TheTemplateWizard’s professional business and marketing PowerPoint template section. In this section you can expect to find a nice collection of business PowerPoint templates, marketing PowerPoint templates and sales PowerPoint templates, with attractive designs and backgrounds. These templates are apt for both your internal as well as external communications. All our business and marketing PPT templates are completely editable and help you create PowerPoint presentation material for business and marketing strategy, brand marketing, sales strategy, client services, lead generation, competitor analysis, and other concepts without any problem.
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Design Makeover of PowerPoint Communication Training Presentation with templates available at All-PPT-Templates.com website. The makeover ensures that content is presented in a more visual, easy to understand way with diagrams, better theme design and clearer written text.
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A presentation on November 3, 2011 at the Annual Conference of the National Association for the Education of Young Children in Orlando Florida by Fran Simon, Engagement Strategies
Marketing Your NonProfit for Growth_11_13_15Lisa Landry
As leaders in the NonProfit Sector, keeping your marketing lively is vital to your organization’s survival. We’ll discuss the top five or six things you need to do – and can do right away - to grow your nonprofit, from networking beyond your comfort zone to lead generation with social media and content marketing.
How do you integrate social media marketing, digital marketing, mobile marketing with your traditional advertising and public relations campaigns?
How do you change your creation process to develop truly integrated marketing campaigns?
Those were the questions Tom Martin attempted to answer in this workshop -- Creating Integrated Marketing Programs.
Social Media 101 for Business 2.0 is a presentation on the brief landscape of social media, its trend, growth and some applications to certain business. It also has personal case study of the speaker.
Marketing Outside the Box_Veterans Business Connection 11-4-15Lisa Landry
As a seasoned business owner, keeping your marketing lively is vital to your business growth. Today we’ll discuss the top five or six things you need to do – and can do right away - to grow your business, from networking beyond your comfort zone to lead generation with social media and content marketing.
The recruitment department is encouraged to work more like a sales and marketing department. Bring your message to the audience engage and hire. Engaging your audience means bringing the right message at the right time and bring a message that your audience is interested in at a channel of their interest.
Many understand that to grow their business, they need have to a solid marketing plan. However, business owners wear a lot of hats and often push marketing to the bottom of the ‘to-do list.’ Many also know they need to get serious about adding social media into the marketing mix, but are not sure where to start and become overwhelmed by the process.
Making it Happen will show you how to market your business by:
Understanding the marketing pie and incorporating the social media slice
Targeting the ideal client and creating powerful content
Establishing the mechanics of branding and consistency
Engaging in best practices
Managing an online presence to minimize time and maximize results
Social Media Is Not Internet MarketingChris Hewitt
Social Media is an obnoxiously hot topic. We have all listened, watched, and read about this ‘gotta have it’ new Internet trend and how it is revolutionizing the way in which businesses reach their target markets.
Determined not to be left behind (many of us still traumatized from slow Internet adoption in the 90’s), business professionals are eager to learn how Internet tools such Facebook, Twitter, blogs, YouTube, etc. can be leveraged to drive business value and elevate brand awareness. However, as the topic of Social Media is so broad, the majority of marketing professionals are approaching Social Media as another component of their Internet Marketing strategy. What we don’t get is that Social Media is NOT Internet Marketing.
This is a ‘true confessions’ session where I - an ‘old school’ Internet marketer - shares my own struggles with this realization, the social media mistakes I've made (and contributed to), and how we can learn from those experiences to build relevant, value-added social dialogues to engage our prospects and customers.
This presentation covers:
- The Social Media Gold Rush
- Why there isn’t a pot of gold at the end of the rush
- My top five Social Media Blunders
- How to find your authentic Voice and how it evolves into Strategy
Bing makes up 30% of your pay-per-click portfolio.
Learn to optimize Bing to within an inch of its life.
Monitor budget split on Bing and Google: Drive volume and low-cost conversions across networks.
Maximize yield: Is your campaign reaching its full potential? Share Voice Metrics can give you actionable insight at every level.
Zero-effort optimization: Proactive Bid Recommendation tool identifies keywords "on the cusp of greatness".
Get really advanced: Bing Ads Intelligence changes the way you understand your business and your buyers.
In this deeply technical, hands-on webinar, Trada and Bing will show you how to maximize profitability on Bing Ads, while reaching 53 million unduplicated users.
With content from Brad Geddes, author of Advanced Google AdWords, Matt Heinz of Heinz Marketing, Terry Whalen and Joey Muller of CPC Search and Brad Cohen of Janrain, pay-per-click pioneer Trada has worked with the pros in the PPC world to find the underrated tools the most successful marketers are using today. Come prepared to learn, leave prepared to get to work!
This webinar is for marketing leaders in sophisticated marketing organizations–or marketers who are looking to step up their game.
- Where you're losing impressions and WHY: this report and pivot table will change the way you measure PPC
- A/B testing, micro-targeting on keywords and user intent: this tool does it all AND it's affordable
-The social sharing site that creative directors use to pioneer ad copy content
- Segmentations based on your actual buyers: tools that pull social and custom profile data allows you to reach more customers who will BUY NOW
Drive up average order value: How YOU can get more products into the buyer's cart
Lifetime Value: Do you really understand yours?
Additional actions: Combat a longer purchase cycle by sharing valuable content you already have
Mobile PPC for eCommerce: Straight talk from Google, plus how to integrate Bing
Automate your keyword portfolio? Why you should consider going old-school
In this information-dense hour, we'll share right-now strategies for busy marketing leaders (and wannabe leaders) who are under pressure to drive more sales, plus real-life stories of eCommerce PPC successes. We'll answer your questions and send you packing with ideas to implement right now.
In this webinar, Trada has partnered with the Google Adwords team to answer your questions about how Quality Score really works in 2013.
Mobile - How will mobile-optimized sites affect Quality Score, and how should I structure my mobile campaigns?
Social - In 2013, social efforts affect everything. How can I leverage this to improve Quality Score?
Ad Extensions - How they affect CTR and overall Quality Score.
Landing pages - Content is king in 2013. How to choose your words carefully and optimize landing pages for Quality Score, SEO and conversion.
[WEBINAR] Big Data Improves Marketing PerformanceTrada
In this big-ideas webinar, Trada and display pioneers Criteo will share actionable strategies and vital tools that will capture leads and sales in all stages of the funnel and leave your competitors scratching their heads.
SEM has written the blueprint: make a marketing channel biddable, scalable, measurable and driven by user intent. Now disciplines like display advertising are following suit, and when combined with search they are able to generate and -- more importantly - utilize data that is bigger and better.
Leverage every search dollar: Modern marketers create the optimal marketing mix
Redefine the "touchpoint": Search and display data inform your purchase funnel
Beat Goliath: Use data-driven retargeting to nurture and drive up LTV
What's next? The future of ad technology is here - and it's making you a more effective marketer
This B2B retail inventory provider is marketing in a tough space. Working with Trada allowed them to hit their CPA goal quickly, while delivering predictable conversions.
Display and Search: Essential Pairing for Maximum LiftTrada
Display and Search: Essential Pairing for Maximum Lift
Maximize reach and conversions by employing an integrated digital strategy with both PPC and display advertising.
Want to see 59% lift in conversions? Run display ads along with your paid search. This is exactly what happened in a recent Yahoo Retail Reconnaissance study - and in this 1-hour webinar, we'll show you how to get results by pairing PPC and display.
The trouble with attribution: how to measure view-through conversions, latent conversions, and "search lift" across platform
Message consistency: simple copy strategies to increase conversions
Display formats and publishers: understanding which are right for use with your paid search campaign
PPC and SEO: How to Invest in Both with SEOMoz and TradaTrada
PPC and SEO: How to Invest in Both
You're an overwhelmed marketing department. How should you allocate time and budget?
Invest in both PPC and SEO. During this webinar, Head SEO Ruth Burr from SEOMoz and Account Director Matt Hessler from Trada will give you detailed, step-by-step instructions for dividing your time profitably between PPC and SEO - and getting the best possible return on investment.
Optimize for Quality Score: how to maximize your SEO investment and drive down click costs.
Keyword generation for the lazy and smart: build and referesh your SEO keyword list without all the rigamarole.
Three-martini lunch: overhaul your dashboards and take back your workweek with these time-saving tips.
PPC Landing Page Makeover Secrets: Simple Changes Will Increase ROITrada
Are you searching for ways to increase lead and customer conversion rates—and reduce customer acquisition costs? During this free webinar, you'll learn best practices for building integrated PPC and landing page campaigns. Ideal for marketing and eCommerce managers, directors and digital marketing professionals.
Join PPC veteran Matt Hessler, Director of Account Management at Trada and landing page expert Carlos del Rio, Director of Conversion Analysis & Digital Strategy at Unbounce as they share industry secrets and essential practices for optimizing landing pages to increase your PPC ROI. You'll learn:
How to architect a profitable PPC campaign by working backwards between landing pages and ads
Ways to optimize conversion, including five essential design and copy elements guaranteed to increase conversion rates
How to beat the competitors by using PPC testing to differentiate yourself and snag their customers
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
[WEBINAR] Boost Your Paid Search ROI with Bing and Yahoo! SearchTrada
In this webinar, Trada and Microsoft team up to give you information about key adCenter tools, insights, and best practices that will help you optimize your Bing and Yahoo! Search campaign and improve your paid search ROI.
Whether you’re new to adCenter or would just like to improve your campaign’s performance, learn how to:
• Reach more customers.
• Raise conversion rates.
• Increase your return on advertising spend.
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
PPC sensei Joey Muller and Terry Whalen from CPC Search team up with Trada to bring you details on how to use three very effective AdWords tools: Campaign Experiments, Conversion Optimizer, and Search Funnel. Learn to manage free-and-powerful AdWords tools intelligently in this fast-paced, information-dense webinar!
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
Holiday Prep: The Essential Science of Landing PagesTrada
A huge percent of potential holiday sales are lost due to landing page mistakes. What happens when a customer reaches your site?
In this webinar, landing page scientists Rick Perreault and Oli Gardner from Unbounce will show you how to maximize sales this holiday season with landing pages that are designed for conversion. Think you don't have time to overhaul your site? They'll show you how simple changes can double your sales.
Boosting your AdWords quality score with improved message match
How/what/when and where to be testing
Creating a sense of urgency to compel people to buy now!
Using trust factors to boost conversions
Using the right Call-to-Action
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
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𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
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"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
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