The document discusses using social media to connect brands to customers. It covers inbound and outbound marketing, finding and engaging audiences through social networks like LinkedIn, Twitter, Facebook and mobile apps. Content is key - it should be simple, unexpected, concrete, credible and emotional. Social media allows listening to customers and competitors. Goals and metrics must be set to measure success. Integrated marketing across multiple channels is most effective.
Lead Your Industry: Data-Driven Strategies to Build Influence through Guest C...Kissmetrics on SlideShare
Building credibility in your industry is no easy task. By publishing in external niche publications, you create unique opportunities to showcase your expertise, tap into new audiences, and build influence.
Social Media ROI - Growing and Showing Your Results - Rob CooperSocial Media Camp
Do you face challenges demonstrating the return on investment (ROI) of your Social Media efforts?
With tight budgets and an understandable focus on revenue in most organizations, this is a challenge that is not going away.
The good news is that it’s definitely surmountable and, in fact, can be turned into a strong point. In this presentation we’ll explore:
Where Social should be measured
How to compare Social to traditional activities like PR, print ads, radio and trade shows
Showing Social’s critical value as it compares and contributes to online advertising, email marketing, SEO and your entire content marketing mix
The transition between Social and sales
Actionably measuring, testing and improving your Social efforts.
After this session you’ll understand how Social integrates with the rest of your marketing mix, you’ll be able to demonstrate ROI and you’ll be equipped to drive additional ROI through your efforts.
Additionally, attendees will receive a straightforward technical guide to Analytics and ROI analysis for Social Media.
Lead Your Industry: Data-Driven Strategies to Build Influence through Guest C...Kissmetrics on SlideShare
Building credibility in your industry is no easy task. By publishing in external niche publications, you create unique opportunities to showcase your expertise, tap into new audiences, and build influence.
Social Media ROI - Growing and Showing Your Results - Rob CooperSocial Media Camp
Do you face challenges demonstrating the return on investment (ROI) of your Social Media efforts?
With tight budgets and an understandable focus on revenue in most organizations, this is a challenge that is not going away.
The good news is that it’s definitely surmountable and, in fact, can be turned into a strong point. In this presentation we’ll explore:
Where Social should be measured
How to compare Social to traditional activities like PR, print ads, radio and trade shows
Showing Social’s critical value as it compares and contributes to online advertising, email marketing, SEO and your entire content marketing mix
The transition between Social and sales
Actionably measuring, testing and improving your Social efforts.
After this session you’ll understand how Social integrates with the rest of your marketing mix, you’ll be able to demonstrate ROI and you’ll be equipped to drive additional ROI through your efforts.
Additionally, attendees will receive a straightforward technical guide to Analytics and ROI analysis for Social Media.
Paid Ads Strategy Using Relationship Selling Liz Conlon
This is the automated process we use for our SaaS, and consultant clients using this onboarding strategy. See how our content strategy works for getting higher conversions, more leads and long term sales with this method from ConversionsMarketing.net
How Companies are Using Social Networks and the Internet to Generate Sales 20...Social Jack
Great Presentation to a three chamber event in Northwest Indiana. Very progressive group looking to combine what they now have with what they want to do next in the Online world of Social Networks!
Internet Marketing -Email, Social Media and Search in the Overall Marketing MixAdvanced Media Productions
One study says that 35 % percent of all small businesses in the US advertise online and that online advertising will reach $60 billion by 2010. The benefits of Internet marketing are tracking online user behaviors and it is relatively inexpensive to generate new business and build brand awareness. The most recent growth in online marketing is in social media marketing, including business blogs, WOMM and online reputation management. There also has been tremendous growth in search engine marketing with SEO and search engine advertising.
A presentation on how paid search and search engine optimization can work together to create a stronger search engine marketing program.
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
Your Guide to Pay Per Click (WSI Cyprus)WSI (Cyprus)
Paid Search or Pay‐Per‐Click (PPC) advertising is an effective and powerful marketing tool that allows
your company to create online brand exposure to your target markets. Additionally, PPC gives you
ultimate control over your marketing dollars while allowing you to capture the attention of the booming
number of online consumers who are ready to spend money on your products and services. You just
need to be there. It’s like having an ad in your local newspaper and only paying for the prospects that
read it! How can it get any better than this in advertising?
State of Content Marketing 2015 - Auckland HubSpot HUGThomas Moin
THEN AND NOW IN MARKETING.
CONTENT MARKETING VS INBOUND MARKETING.
STATE OF CONTENT MARKETING GLOBALLY.
CONTENT MARKETING FUNDAMENTALS
STATE OF CONTENT MARKETING NEW ZEALAND?
Digital Marketing Course In Chandigarh Bobby singh
Digital Marketing Course In Chandigarh
CIIM – (Chandigarh Institute of Internet Marketing) is a professional Institute of Digital Marketing in Chandigarh, Mohali and Panchkula Punjab, India. CIIM - #1 Digital Marketing | Course Institute in Chandigarh | ciim.in 36 Modules, 15 Certifications, Live project training with 100% Placement - Call. 100% Live Online Training. 200+ Batches. 2200+ Trainees. 100% Jobs. Courses: SEO, SMO, PPC, ORM, SMM. 12+ Google Certifications CIIM Contact Us Book a Free Demo Class"
Personalization: The Ultimate Tool for Creating a Competitive AdvantageChris Risner
Personalization and customization of the customer experience at every touchpoint is critical to creating a lasting and successful relationship. Customers and website visitors are continuing to demand relevant customer experiences in every part of the buyer's journey...and beyond. For example, nearly three-fourths (74%) of online consumers get frustrated with websites when content (e.g. offers, ads, promotions) appear that have nothing to do with their interests (Janrain & Harris Interactive, 2015).
This webinar will explore why personalization is important, how personalization works, what it can do for your organization, and provide examples of how it can be used including the types of technologies that enable it to work. Join us for a webinar on Thursday, November 17th, at 1PM CT.
What you will learn:
- Background and research on why personalization matters and is important
- How personalization works
- What personalization can do for an organization including increasing revenue and improving the customer experience
- Relevant examples of how personalization can be used
- The technologies that can be employed to effectively make personalization happen
How to Generate More Leads from Your Computer Consulting or MSP Website (Webi...SP Home Run Inc.
Does your computer consulting website or MSP website generate enough high-quality, sales-ready leads? And of the leads that you do receive from your website, are those leads highly-qualified and ready to do business with your firm?
Now that 57% of the typical B2B sales cycle is over before decision makers reach out to any vendor, it’s critical that your company have a gameplan for generating leads from its website.
During this one hour webinar, you’ll learn:
* What must happen first before your website is in a position to generate leads
* Why most computer consulting businesses and MSPs are wasting at least half of their website traffic
* How to create irresistible lead generation offers that cause conversion rates to go through the roof
* What you can do to keep your sales funnel filled and accelerate the sales cycle
* What it takes to transform qualified leads into highly-desirable paying clients
* The key to making your best leads feel a burning desire to learn more
* The 5 types of landing pages that nearly every computer consulting or MSP website must have
* The basic workflow that must be mastered for effective lead generation
* Which metrics matter most when it comes to generating more leads from your website
* How to uncover which sources of website visitors ultimately monetized into paying clients
And much more!
Study the Slides to Get More Leads!
Building an Internet Strategy for Business in the Digital AgeMediaSauce
This is the presentation from the 1st Quarter of the ISBDC Business in the Digital Age Series. It covers Google Rules, formulating a strategy for business online, and more...
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.
Paid Ads Strategy Using Relationship Selling Liz Conlon
This is the automated process we use for our SaaS, and consultant clients using this onboarding strategy. See how our content strategy works for getting higher conversions, more leads and long term sales with this method from ConversionsMarketing.net
How Companies are Using Social Networks and the Internet to Generate Sales 20...Social Jack
Great Presentation to a three chamber event in Northwest Indiana. Very progressive group looking to combine what they now have with what they want to do next in the Online world of Social Networks!
Internet Marketing -Email, Social Media and Search in the Overall Marketing MixAdvanced Media Productions
One study says that 35 % percent of all small businesses in the US advertise online and that online advertising will reach $60 billion by 2010. The benefits of Internet marketing are tracking online user behaviors and it is relatively inexpensive to generate new business and build brand awareness. The most recent growth in online marketing is in social media marketing, including business blogs, WOMM and online reputation management. There also has been tremendous growth in search engine marketing with SEO and search engine advertising.
A presentation on how paid search and search engine optimization can work together to create a stronger search engine marketing program.
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
Your Guide to Pay Per Click (WSI Cyprus)WSI (Cyprus)
Paid Search or Pay‐Per‐Click (PPC) advertising is an effective and powerful marketing tool that allows
your company to create online brand exposure to your target markets. Additionally, PPC gives you
ultimate control over your marketing dollars while allowing you to capture the attention of the booming
number of online consumers who are ready to spend money on your products and services. You just
need to be there. It’s like having an ad in your local newspaper and only paying for the prospects that
read it! How can it get any better than this in advertising?
State of Content Marketing 2015 - Auckland HubSpot HUGThomas Moin
THEN AND NOW IN MARKETING.
CONTENT MARKETING VS INBOUND MARKETING.
STATE OF CONTENT MARKETING GLOBALLY.
CONTENT MARKETING FUNDAMENTALS
STATE OF CONTENT MARKETING NEW ZEALAND?
Digital Marketing Course In Chandigarh Bobby singh
Digital Marketing Course In Chandigarh
CIIM – (Chandigarh Institute of Internet Marketing) is a professional Institute of Digital Marketing in Chandigarh, Mohali and Panchkula Punjab, India. CIIM - #1 Digital Marketing | Course Institute in Chandigarh | ciim.in 36 Modules, 15 Certifications, Live project training with 100% Placement - Call. 100% Live Online Training. 200+ Batches. 2200+ Trainees. 100% Jobs. Courses: SEO, SMO, PPC, ORM, SMM. 12+ Google Certifications CIIM Contact Us Book a Free Demo Class"
Personalization: The Ultimate Tool for Creating a Competitive AdvantageChris Risner
Personalization and customization of the customer experience at every touchpoint is critical to creating a lasting and successful relationship. Customers and website visitors are continuing to demand relevant customer experiences in every part of the buyer's journey...and beyond. For example, nearly three-fourths (74%) of online consumers get frustrated with websites when content (e.g. offers, ads, promotions) appear that have nothing to do with their interests (Janrain & Harris Interactive, 2015).
This webinar will explore why personalization is important, how personalization works, what it can do for your organization, and provide examples of how it can be used including the types of technologies that enable it to work. Join us for a webinar on Thursday, November 17th, at 1PM CT.
What you will learn:
- Background and research on why personalization matters and is important
- How personalization works
- What personalization can do for an organization including increasing revenue and improving the customer experience
- Relevant examples of how personalization can be used
- The technologies that can be employed to effectively make personalization happen
How to Generate More Leads from Your Computer Consulting or MSP Website (Webi...SP Home Run Inc.
Does your computer consulting website or MSP website generate enough high-quality, sales-ready leads? And of the leads that you do receive from your website, are those leads highly-qualified and ready to do business with your firm?
Now that 57% of the typical B2B sales cycle is over before decision makers reach out to any vendor, it’s critical that your company have a gameplan for generating leads from its website.
During this one hour webinar, you’ll learn:
* What must happen first before your website is in a position to generate leads
* Why most computer consulting businesses and MSPs are wasting at least half of their website traffic
* How to create irresistible lead generation offers that cause conversion rates to go through the roof
* What you can do to keep your sales funnel filled and accelerate the sales cycle
* What it takes to transform qualified leads into highly-desirable paying clients
* The key to making your best leads feel a burning desire to learn more
* The 5 types of landing pages that nearly every computer consulting or MSP website must have
* The basic workflow that must be mastered for effective lead generation
* Which metrics matter most when it comes to generating more leads from your website
* How to uncover which sources of website visitors ultimately monetized into paying clients
And much more!
Study the Slides to Get More Leads!
Building an Internet Strategy for Business in the Digital AgeMediaSauce
This is the presentation from the 1st Quarter of the ISBDC Business in the Digital Age Series. It covers Google Rules, formulating a strategy for business online, and more...
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.
Presentation for DANA regarding measurement of digital marketing for non-profits and what do they truly want to measure; what matters most, and how to make the numbers turn into meaningful action
Basic business advice for those converting part time gigs into "real" business ventures. Slides are a little wordier than usual; the Podcamp Philly Version will be a little more streamlined.
Singapore Management University Marketing BootcampJustin Lee
These are the slides from the Digital Marketing lecture series at Singapore Management University.
Table of content:
1. Digital Trends in 2019
2. Introduction to Key Marketing Concepts
3. Building Buyer Personas & Brand Story
4. Introduction to Distribution Methods
5. How to Analyze Your Marketing Data
6. How to Build a Marketing Engine
How to build a powerful online presence and grow your business for companies in the radon mitigation and home inspection industry. Visit http://scmmarkets.com/marketing-radon-business/ to learn more.
BATC Round Table Discussion on Inbound MarketingDan Engel
Jenna Engel, an Inbound Marketing Specialist at Jul Creative, discusses how inbound methods increase your chances of attracting, converting, closing, and delighting your target market!
Marketing dental services has changed in the marketplace. Digital marketing and Inbound marketing strategies can help a professional practice get discovered online.
Like building a house, you want a solid foundation for your social media marketing efforts. This deck provides a high level look at what parts of the foundation you should have before just jumping in. A strong emphasis is on social media is not a stand alone strategy or tactic!
Coverings2011: Practical Marketing - Digital Visibility for Small BusinessesSimple Marketing Now LLC
Marketing and promoting your business matter now more than ever in a world where customers educate themselves online first. You must be digitally visible. The challenge for many small businesses is finding the resources [including people] to market effectively while also running day-to-day operations. How then to prioritize what you do so you don’t neglect activities that connect with customers online and offline, while also delivering business results? The solution has to do with thinking about how you deliver value to customers, while creating content that addresses customers’ needs.
This is a digital strategy brand hands-on tutorial/workshop I never ended up using. Made in 2006 for OMG.tv. I think it's a pretty good place to start when looking for an online strategy/social media play.
Presentation social media marketing for Real Estate Er Sandeep Pandey
Social mediamarketing have dominated the ATL marketing tactics now a days . Most business were cautious at first, however, the majority of successful business now have social media strategies and are leveraging the popularity of social media as an integral part of their marketing efforts. Social media can be used for much more than just marketing, including customer support, research and development, public relations, just to name a few.
To summarize, social media has attracted such large audiences that you cannot ignore joining them and adopt social media strategies as a significant part of your overall marketing plan. The benefits are numerous:
1. Increase exposure
2. Increase operational efficiencies
3. Decrease marketing expenses
4. Communicate better – better engagement
5. Build better relationships with your prospects and
customers.
Business Transformation: From a Printer to a Marketing Services ProviderinterlinkONE
This presentation was delivered by interlinkONE and Grow Socially's CEO John Foley, Jr.
During the presentation, John outlined steps that printers can take to transform their business to one that successfully offers marketing services.
John covers items such as:
- How to revamp your business and marketing plans
- How to effectively run self-promotional campaigns
- How to use social networking, SEO, and mobile marketing to increase brand awareness and demand
- How to train your sales staff to sell marketing services
- And More...
This presentation teaches entrepreneurs and small businesses how to strategically market their company or organization from how to use the basic tools of marketing, to how to identify, create messages for, and deliver messages to target markets. Presented by Ellen Didier of Red Sage Communications, to the FastTrac class at Women's Business Center of North Alabama.
Synthetic Fiber Construction in lab .pptxPavel ( NSTU)
Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
The Indian economy is classified into different sectors to simplify the analysis and understanding of economic activities. For Class 10, it's essential to grasp the sectors of the Indian economy, understand their characteristics, and recognize their importance. This guide will provide detailed notes on the Sectors of the Indian Economy Class 10, using specific long-tail keywords to enhance comprehension.
For more information, visit-www.vavaclasses.com
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
We all have good and bad thoughts from time to time and situation to situation. We are bombarded daily with spiraling thoughts(both negative and positive) creating all-consuming feel , making us difficult to manage with associated suffering. Good thoughts are like our Mob Signal (Positive thought) amidst noise(negative thought) in the atmosphere. Negative thoughts like noise outweigh positive thoughts. These thoughts often create unwanted confusion, trouble, stress and frustration in our mind as well as chaos in our physical world. Negative thoughts are also known as “distorted thinking”.
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
Students, digital devices and success - Andreas Schleicher - 27 May 2024..pptxEduSkills OECD
Andreas Schleicher presents at the OECD webinar ‘Digital devices in schools: detrimental distraction or secret to success?’ on 27 May 2024. The presentation was based on findings from PISA 2022 results and the webinar helped launch the PISA in Focus ‘Managing screen time: How to protect and equip students against distraction’ https://www.oecd-ilibrary.org/education/managing-screen-time_7c225af4-en and the OECD Education Policy Perspective ‘Students, digital devices and success’ can be found here - https://oe.cd/il/5yV
2. Session 2
Using Social Media to Connect Your Brand to Your Customers
Who to connect to and why? Inbound and
Outbound Marketing in a Nutshell
Finding and Engaging Your Audience
Elements of making your messages memorable
How to Listen as well as Broadcast
12. Traditional Marketing InBound Marketing
$
Website (homebase)
Street Traffic
Blog or other fresh content
$
Ads, Direct mail
Social Media Sites
$ E-mail and Newsletters
TV, Radio, Newspapers
Search Engines & Reviews
$
Banner Ads, PPC, Facebook Ad
$
Mobile + Groupon,
Reputation, WOM
15. What Do You Want?
Goal Metrics
Friends, Fans,
Attention
Followers, Visits
Contact Information,
New Leads
Data
New Customers Conversions
Downloads for White
Leadership in the field
papers, ebooks, etc.
19. Why?
• Drive People to an exact page to
measure conversions/engagement
• Easiest: bit.ly , hootsuite and other
URL shortners with metrics
• More difficult: Google Custom URL
Builder, A/B Testing
34. Monitoring,
Comparing
Quantcast
Compete.com
Alexa
Radian6 (Social Media Monitoring)
Flowtown (Social Media Monitoring)
35. Creating Communities
✦ This is a long term versus short term strategy
✦ People come to you because of content and
added value
✦ Grows network, fans, evangelists
✦ Must give them something to do- keep it fresh
or it dies
38. Competitive
Intelligence
✤ SEOMoz, Alexa.com,
Compete.com, Quantcast- How
well are you doing, and how
well are your competitors
doing?
✤ Search for trends in
trends.google.com to see if you
can produce timely or
seasonally relevant content
✤ Google Alerts for competitors
as well yourself
39. Your Customer or Theirs?
Can you be there to catch
your competitor’s unhappy
customers?
Can you be there when
they’re not listening?
Can you offer a helpful
alternative?
Can you position yourself
next to similar businesses and
partner?
40.
41.
42. “We’re still in the process of picking ourselves up off the
floor after witnessing firsthand the fact that a 16-year-
old YouTuber can deliver us 3 times the traffic in a
couple of days that some excellent traditional media
coverage has over 5 months.”
~ Michael Fox
43. Lifetime Value of a Customer
Formula includes:
Average number of years a customer does
business with you
Average revenue per customer per year
Estimated costs to deliver products/services
44. Consider
Cost of a lost customer in terms of lost revenue
and-
Loss of additional customers due to word of
mouth
Cost of Retention- what do you have to do to
keep existing customers happy?
Churn rate- how many customers leave? And
what does it cost to replace them?
45. Do The Math
Cost Per Lead* = (Total Ad Costs) / (# Leads
Generated)
Total Ad Costs = Direct Ad Costs + Indirect Ad Costs
Direct Ad Costs = All Ad Fees + Design Costs + Tracking Costs + Agency Fees
Indirect Ad Costs = Administrative Overhead = ($/hr) x (# hrs)
Marketing ROI = (Revenue – Marketing Cost) /
Marketing Cost
50. What Does It All
Mean?
Demystifying the Networks
Comparisons and Data
51. If content is King, conversion
is queen.
-John Munsell, CEO of Bizzuka
52. “If you make customers unhappy in the physical
world, they might each tell 6 friends. If you make
customers unhappy on the Internet, they can each
tell 6,000 friends.”
-Jeff Bezos, CEO of Amazon.com
66. Wrap Up Advice
• If it’s integrated, you can measure
your results
• Make sure you set goals and
expectations up front- what can you
expect?
• Test (A/B), Play, and find what works
for you
67. The Face (and voice)
of Your Brand
Network Solutions, Shashi Bellamkonda
The Social Media Swami
83. Things you’ll need to
consider
• Who will be that public face?
• Do they have the ability/authority to
solve problems?
• Frequency of Updates
• The “reason” to blog
84.
85.
86. “Social media changes the relationship
between companies and customers from
master and servant, to peer to peer.”
87. “In the long history of humankind those who
learned to collaborate and improvise most
effectively have prevailed.”
~ Charles Darwin
97. Session 2
Using Social Media to Connect Your
Brand to Your Customers
Who to connect to and why? Inbound and
Outbound Marketing in a Nutshell
Killer content: Engaging Your Audience
Elements of making your messages memorable
How to Listen as well as Broadcast
111. Top Social Networks
LinkedIn
Twitter
Facebook
Plus, we’ll talk mobile- Foursquare
112.
113.
114.
115.
116.
117.
118.
119.
120.
121. Social Media ROI
Efficiency Increase network
Reputation Grow Trust
Differentiation Client Education
Client Service/ New Opportunities
Retention
Flexibility, Timeliness
PR & Exposure
122. Creating
Communities
This is a long term versus short term strategy
People come to you because of content and
added value
Grows network, fans, evangelists
Must give them something to do- keep it fresh
or it dies
123. Case Studies
Comcast - Increase Groupon: plusses and
customer satisfaction, minuses- Superbowl
reduce loss of Debacle
customers
Motrin Moms
Zappos- expand
business model, build
customer base
145. Case Studies
✦ Comcast - Increase ✦ Motrin Moms
customer satisfaction,
reduce loss of customers
✦ Zappos- expand
business model, build
customer base
✦ Groupon: plusses and
minuses- Superbowl
Debacle
146. Changing Marketplace
Everyone can create their own channel of
communication- often inexpensively.
Everyone can market their own ideas.
The problem lies in building the right network
for that communication.
160. Where is Your Community?
Where are Your Audience?
Connecting Where It’s Relevant to Them
Editor's Notes
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How do we identify who is or is not part of our tribe? In this picture, of a community block party, you can tell who identifies as part of the larger community and who is part of a separate group? Tribes sometimes have their own uniforms or ways of separating themselves out from the pack\n
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You might need to have some idea of your community and where they hang out; where your potential community lies; (google forms free and efficient)\n