It allows us to connect with like-minded individuals/groups, share ideas, and build a professional network. To understand this, we need to understand SEO — Search Engine Optimization. This means the data on your website should be interpreted easily by search engine crawlers. Traditionally we could list our business on Yellow Pages. "value": "FREE" Mar 6, 2019 - There are plenty of free digital marketing PDF books to download available on the Internet. Searching directions, review, phone numbers, images, etc have all become an integral part of everyday life as nobody today uses Yellow Pages. }, { 4. Digital Marketing, as people nowadays are more attracted towards digital media. "name": "SEO (Search Engine Optimization) " She got an offer for an Internship, her package for Digital Marketing Internship is Rs 23,000, The fifth student started her freelancing WFH. Download the Free PDF Version of Beginners Guide to Digital Marketing (2020 Version). Local Business Listings: Local business listings are nothing but your business directory. We now also have more features like voice search & visual search that have simplified ways to look up information. "@type": "HowToSupply", I can start my own business — Yes, but just like any other business it takes time to build your business online too. The constantly changing digital marketing landscape continues to challenge marketers and brands. Social media marketing is about promoting business using social networking platforms like Facebook, Twitter, Instagram, Google+, Quora, LinkedIn and many such popular social media networking website. With 40% connections, Reliance Jio becomes India’s largest broadband provider in just 6 months: http://www.businesstoday.in/sectors/telecom/with-40-per-cent-connections-reliance-jio-becomes-indias-largest-broadband-provider-in-just-6-months/story/251294.html. I guess everyone was once a beginner too. Now you can build a website by just using AMP powered by Google just like building a WordPress site. It’s a crisp way of displaying relevant information in the form of facts, images, social media, Example of Knowledge Graph for a Google Search for Bangalore. SMS marketing is actually not part of digital marketing, but SMS marketing can be used along with other marketing methods as part of a digital marketing strategy. This content can be blog posts, articles, email newsletters, white papers, case studies, research papers/reports, infographics, videos, webinars, e-magazines, e-books, and much, much more. Digital marketing is all about promoting a business using digital channels like Internet, website, blogs, social media platforms, video marketing, mobile marketing, email marketing and the list is huge…. From shopping apparel to groceries, furniture & getting laundry delivered everything is online. Cost-Effective: Digital marketing is an economical and most effective way to promote your business as compared to traditional marketing. By Ryan Deiss and Russ Hennesberry, 2017. The format in which the information is displayed is called the knowledge graph. 29/05/2020 Can work from home — Sure, you have to hustle to get to where you want to be. Now digital marketing is becoming popular due to the increase in internet users, mobile phone users and digital content consumption. It’s a way to stay connected & updated about the latest buzz in the market, your favorite brands, closing transaction deals, 6. Think about it, any customer will do basic research before making a purchase, hence having a user-friendly and informative site is the first step in showcasing your authenticity. The perfect resource for beginner-to-advanced digital marketers looking to learn new skills or hone existing ones. Maps: Maps have become a big deal! "@type": "HowToSupply", Search engine marketing is also known as inbound marketing by some people. On a business level websites like Facebook & Instagram help to engage with real-time customers, provide valuable information, and reach out to a huge audience at minimal costs. If you want to stand out and make an impression in the digital realm, then your content has to be top-notch and versatile. Search advertising is often confused with PPC. 24 Must-Have Digital Marketing Tools in 2020 Lesson - 2. When you ask a question by entering appropriate keywords, the SERP displays the answer on the page itself. "name": "Email Marketing " The 2020 Complete Digital Marketing for Beginners Bundle Kickstart Your Digital Marketing Career with This 100-Hour Introduction to Social Media Marketing, SEO, Email Marketing, Paid Ads, Content … 7. It could be in a video or image format and is largely based upon user behavior. First, there’s what I call enhanced offline marketing. "url": "https://www.webmarketingacademy.in/beginners-guide-to-digital-marketing-with-resources/", Online marketing consists of two main types of advertising: 1. { { When a user goes to Google, types in a search, the results Google brings up on the page are a mix of the website, blog, video, image, news depending on the keyword used. Opportunity for everyone, including businesses, individual and brands, 1. The results appear due to the keywords used by the searcher. Build and it will come — We wish, but that’s not how it works now, you have to get the attention, distribute, market, measure, 2. But in technical, SEO is advanced. As a Digital Marketer, you need to add as many reading materials into your collection as possible and you can go through them whenever you have some leisure time.There are plenty of free digital marketing PDF … Now you know what is a digital marketing and various digital marketing channels, you can now move to the next article of how digital marketing works. SEO gives you better ROI compared to other channels. INTRODUCTION Your guide to navigating the 2020 digital marketing landscape. Facebook advertising is used by thousands of brands for brand building, new products awareness, lead generation and sales. Google Ads is a digital advertising platform by Google which is used by advertisers to show ads using Google Ads. If you are a business owner and don’t have a website you lose on the market opportunity. "@type": "HowToSupply", For some it’s a synonym for “Internet Marketing” while others describe it as marketing … Just a decade ago, if a business wanted to reach out to target customers they would promote using traditional marketing mediums such as TV, radio, print. }} Whether you know the weather or even get a calculator the answer box is right at your service to solve your queries! "@type": "HowToDirection", some people call it bulk mail, some people call it mass mail and some are even confused between mass mail and email marketing. Google maps are one of the most dominant map services we have. Digital Marketing Overview for Beginners By: Ali Ahmed 2. "text": "SEO is a system of generating traffic to your website through organic search. } Junk mail/Spam — Never indulge in purchasing data and more so never send junk email to hundreds of unknown database. Source: Wikipedia https://en.wikipedia.org/wiki/Digital_India, Digital India initiatives — http://digitalindia.gov.in/di-initiatives, 2. Free Business page/channel — Creating a business page on Facebook, Instagram, Twitter is not only easy but it’s absolutely “FREE”! It was difficult for startups or small business owners to use most of these mediums. Basically, digital marketing is umbrella term used for the combination of various digital marketing techniques and strategies like SEO, Social media, paid ads, Facebook ads, email marketing, content marketing etc. Digital Marketing is a term defined to achieve your business objectives and goals using the online channels that include but are not limited to search engines, social media platforms, content creation & advertising in order to educate, engage & market your product or service to potential buyers. Content marketing is a digital marketing strategy where marketing is done using high-quality and relevant content. Before you learn Digital Marketing, It’s important to understand what is marketing. 1. It certainly provides a medium to build a brand reputation through social media but it is not a good practice to indulge in MLM. If you are looking for Digital marketing tutorials in PDF, you can download our new Digital marketing Tutorial PDF 2020 here. For example — If Times of India gives a link to your website. We cannot say that traditional marketing efforts do not have any impact. Social media is free — Pages and accounts are free but to reach to the right audience you have to spend. PPC– PPC stands for Pay Per Click. Keep this in mind we must understand that digital marketing is not the only practice. Here are the 4 big categories of digital offline marketing. For you that might be a website, blog, or business Facebook Fan Page.Setting up your online presence is easy. — You can! But, delivers better results if implemented properly. ", What is Digital Marketing??? Based on information gathered from the world’s leading digital marketing reference sites and experts, we have compiled a guide on 9 Digital Marketing Trends Every Marketing Manager Needs to Consider, focusing on the key trends for digital marketing in 2020.Knowing the digital marketing trends for 2020 … Search engines like Google have various ways and formats of showcasing results. Quick rich schemes — Most often people think they can quick money online with the help of affiliate marketing. We live in a world with a lot of choices, brands, and a hundred other career choices. More Stats from Think with Google: http://apac.thinkwithgoogle.com/infographics/india-mobile-internet-usage-reaches-new-heights.html, 10. Now, in this Introduction to Digital marketing guide, we will go through different digital marketing channels and understand their roles-Digital Marketing Channels included in Digital Marketing PDF … Download here. You will get the most accurate & realistic data that will help you in reaching your goals as well forecast your future sales. "name": "Dedicate Time to Learn" Today I'm going to share with you how you can start your career in digital marketing in 2020. }, "@type": "HowToTool", It’s been around since the Internet started. Free Digital Marketing Ebooks. Digital Marketing Training Certification by University of Illinois (Coursera) This training program … "currency": "INR", Our analysis uncovered five key themes that underpin the changes we saw this year, all of which are trends we expect to continue into 2020” Source: Think with Google, LinkedIn has published a post: The Skills Companies Need Most in 2019, In that list: (All these are part of Digital Marketing Course), The Skills Companies Need Most in 2019 – And How to Learn Them. }, { Social media marketing is about using social networking platforms and social media websites for marketing. Digital marketing is exploding. Your #alexa does all the shopping without you seeing it. Thanks =), Digital Marketing Basics & Fundamentals for Beginners, SEO is part of inbound marketing and Search Engine Marketing. The search result may vary as per the keywords used by the searcher. Faster data: The monthly data consumption on every smartphone in India is estimated to grow nearly five times from 3.9 GB in 2017 to 18 GB by 2023, Swedish telecom gear maker Ericsson said in its mobility report today. Source: https://inc42.com/datalab/indian-tech-startup-funding-startups-q3-17/, 4. Here is the list of some of the best free ebooks that you can download today if you like reading about … It keeps evolving day after day and as users & marketers, we need to keep adapting to changes. New channels of media consumption emerged, traditional industries went digital, and standards in privacy and digital wellbeing were raised. Hence, it’s essential to use at least 12–15 important keywords in your ad. A Beginners Guide to Digital Marketing Digital Marketing in 2019 Digital marketing has become one of the most commonly used phrase these days. Search engine marketing means you use search engine as your primary marketing channel. Provide valuable information and educate the consumer through videos, images, text, audio, e-books, slide share, Useful/Valuable information in various formats Video, Audio, Image, PDF’s, ebooks, PPT’s, Reports, Research downloads, 1. Fundings: In Q3 2017, $3.6 Bn has been invested across 277 Indian tech startups, a 28% growth in startup funding, and 25% growth in the number of deals with respect to Q2 2017. Technical SEO: This is the most important type of SEO. You can create YouTube video ads using Google Ads and promote your ads on other YouTube videos, show ads to the specific target audience and also use it for driving paid traffic on the website. If you are new you might have to learn/upgrade your skills in: Artificial Intelligence (AI), Machine Learning is transforming the way business run today, Resources to learn: Google’s Machine Learning Course (Free)Voice Search, Voice Assistants like Amazon Alexa, Google Home is growing at a rapid phase, Resources to learn: Alexa skills kit Google Actions. If your business has multiple branches or even if it’s a small business/service it is essential to provide your address/location, phone number, timings, etc. "@type": "HowToStep", On-Page SEO: On the page, as the name suggests, is done for your own website pages. Example Google Carousel for GaryVee Books Search. Google Ads is a versatile advertising platform used by many brands and individuals to attract website traffic or generate leads using paid advertising. "name": "Social Media Marketing" Hence renaming an image, adding a description and alt text are pivotal. Brand Building — It is a known fact that brand building or brand reputation is a long-term process. For e.g: Blogs, personal website pages are optimized by following the right guidelines creating a user-friendly website, rich content with relevant keywords. A few good practices are keyword-rich content, quality title & description, crisp URL, etc. Digital Marketing is a term defined to achieve your business objectives and goals using the online channels that include but are not limited to search engines, social media platforms, content creation & advertising in order to educate, engage & market your product or service to potential buyers. But does that mean TV, print, radio don’t work any more? SMS marketing can be very effective for real estate, education and healthcare businesses. 8. "name": "What is SEO (Search Engine Optimization)? But how do these results appear? "tool": [ Example of blended/Universal Search Results. seo training material pdf advanced seo tutorial pdf seo practical tutorial pdf search engine optimization for dummies pdf seo book in hindi pdf free download seo 2017: learn search engine optimization with smart internet marketing strategies pdf seo for dummies 6th edition pdf. 3. We are living in a mobile-first to the mobile-only world, where people expect your websites to load faster and they want information whenever and wherever they are. My Quora answer to How to Find the Best Digital Marketing Training Institute: You can find it yourself with these handy tips, If you like to get started in Digital Marketing, please give us a call 8792299538 or email Suresh at web marketing academy dot in, Further Readings & Resources on Digital Marketing, Download the Free PDF – A Beginners Guide to Digital Marketing, Mon-Fri : 10:00 AM – 9:00 PM Sat-Sun : 10:00 AM – 6:00 PM E-mail: suresh@webmarketingacademy.in Mobile: +91 – 8792299538 Instagram FB You Tube LinkedIn Pinterest, I got a call an HR from a Social Media Agency. It is you who decides the budget which can even start from something as low as Rs.500/- depending on your business. }, { 4.6 rating on Amazon, … Additionally, edits can be done in real-time. Web Marketing Academy’s Social Media Training for Doctors, Here is what the media covered the importance of Social Media for Doctors. This is the type of information that are meant to be shared across the web. The next time you log in to any website such as Facebook/Youtube the exact same product/service will be flashed on your screen, Action — Do it now: You can get started with Google Adwords with as little as Rs 500: https://www.google.co.in/adwords/express/. Dynamic: Digital Marketing is dynamic and on-going. 3. "image": { For some people doing digital marketing can be the same as sharing a tweet while for others … https://www.ampstart.com/, All you need to do is install a plugin called AMP (this plugin allows your website to load faster on mobile: https://www.ampproject.org). Although it’s easily used in a sentence, but quite often it is not defined accurately. "name": "Website - Mobile Friendly/Blogs" Today we are living in a fast phase of life, technology is getting smarter and the way we search, communicate, buy things are rapidly changing the behavior too are changing due to cheaper smartphones, the internet, voice assistants like Google Assistant, Alexa, and other devices. Information can now be looked at by the command of your voice. }, { Does the term digital marketing bombard you lately? So with each passing day as the number of companies increase digital marketing is also growing.

. Social media is the biggest aspect of Digital Marketing. is part of social media marketing, E-mail marketing is now becoming part of marketing automation, Email marketing is a very effective medium for communication, Email marketing offers much better ROI compared to many other marketing channels. For some, it’s a synonym for “Internet Marketing” while others describe it as marketing using electronic devices. "name": "Implement, Test & Fine Tune" 6. A Beginner’s Guide to Digital Marketing in 2020 Dorian Martin — February 13, 2020 MacBook Air on table, Facebook open onscreen; image by Will Francis , via Unsplash.com. "step": [ Targeting — In the case of traditional marketing, there is no way to determine the number and the type of people who saw your billboard. All this will help in ranking your website on top search results, 2. Do you have the urge to express how familiar the term is but somehow stumbled to provide a definition? Google ads allow advertisers to create search ads, display ads, YouTube video ads, Shopping ads and also Mobile App download ads. Social media marketing is now becoming popular due to increase in internet users and social networking users. ], "height": "406", Influencers Endorsement — Influencer marketing has gained a huge momentum due to digital channels. Marketing plays a major role in creating awareness about a business, increasing customer base, growing sales and building brand. Internet: Digital transformation will take India’s internet users from 373 million (28 percent of the population) in 2016 to 829 million (59 percent of the Indian population) in 2021. 4. In very simple terms Marketing means communicating the RIGHT message, to the RIGHT people using RIGHT medium. Tools can automate and I don’t have to work — Not so soon , 5. That’s where digital marketing come in. 2. Get started with this free SEO Starter Kit by Google: https://static.googleusercontent.com/media/www.google.com/en//webmasters/docs/search-engine-optimization-starter-guide.pdf, 2. What is Digital Marketing? Open your Google Assistant, point at a logo, and see if your company details are showing up. Example: https://www.instagram.com/p/Bcm5LW2jqq_/?hl=en&taken-by=webmarketingacademy. It has become a career path for many through endorsements and reviews. There are 5 main types of SEO that we need to know: 1. "@type": "HowToSupply", Display Advertising: This is one of the most common types of ads you might have come across while browsing. No matter the size of your business, digital marketing is the most effective way to grow and achieve your goals which could vary from any of the following: Apart from these business objectives, digital channels can be used effectively for: Here are the latest trends we see at Web Marketing Academy: (During COVID 19), During this pandemic, Doctors, Health Care Professionals are going online. Although it’s easily used in a sentence, quite often it is not defined accurately. With this new shift, marketers did not waste anytime and quickly adapted to use social media & other digital tools to push & pull the consumer which gave birth to Digital marketing. Content Marketing: Unique content is what works on social media. Research indicates that a properly placed … With just a click, the searcher can locate your address, number, e-mail ID. From Generation Z’s sensibilities to micro-influencers to polarizing political influences, there are many forces coming into play for 2020 and beyond. Google Ads is the best and easiest platform for PPC. 2. According to a report by Forbes, about 82% of consumers research online. The goal here is to upgrade the framework of your site to help Google discover your content, Example of Rich Snippets for the recipe video. In digital marketing space, SEO is considered as one of the most effective channels for getting visibility, traffic on website without spending too much. In house: Hire digital marketers to work for your company or clients, 3. }, } Topics covered under this digital marketing … The most important factor to remember about SEO is that it is “organic” or “free”. However, the challenge is building traffic takes time & only happens with your creativity to provide valuable content. It is no surprise that more and more people are devoting their time online to transact or research. Personalized Searches will dominate as our mobile, assistance are all integrated with our personal devices. Search Engine Optimization is difficult, complex and time-consuming. A user uses the internet to look for various types of queries. There are 26 modules to explore, all created by Google trainers, packed full of practical exercises and … }, { Listing your business on Google maps is essential as it cost-effective and helps in drawing local traffic to your website. Search Engine Advertising/Marketing: Search advertising aka PPC (pay per click) basically refers to text ads that are showcased on search engine pages. It was easier like 10–15 years ago not anymore, 1. E-mail marketing is one of the most confusing part of digital marketing mix. "@type": "MonetaryAmount", Social Media Advertisement — SEA is a straightforward and effortless way to target a wide audience, increase profitability & reach business goals. For eg — You’re planning a holiday and want to book tickets on Make My Trip/ website. Resources to learn: AMP on Google | Google DevelopersVoice assistants like Alexa, Google Home, Cortana. Consulting: You can become a consultant if you are well versed in Digital Marketing, 4. Customer-Centric Approach, Customer-centric marketing backed with Data/Insights will help understand the customers better, Resources to learn: Understanding user behavior — Think with Google, User experience, the design is something every marketer should know, Resources to learn: 6 Free UX Design Courses From Top Universities Worldwide. Search engine crawlers understand the text-based information given in the images and present it in a visual form to the searcher. Eventually, you will lose business and reputation. "@type": "HowToSupply", Answer Box: “Ask and you shall receive!” Yes, that’s right. This way you can understand the situation and take necessary action. How Doctors are using Social Media, The current batch students who were about to complete the course, out of five students, three already accepted the job offer from two companies, with a package of 3 Lacs and 2.5 Lacs, The fourth student declined the offer and waiting for a better package. Marketing is not about promotion or advertising only. Okay, that said, what other digital marketing is there? These are big decisions, after all. "width": "305" This helps search engine to showcase the best possible result to a user. Multi-Level Marketing — Digital marketing is not multi-level marketing. Paid Ads — To reach out to target audience all social media channels requires paid ads. }, display advertising is also part of search advertising sometimes, Google Adwords is one of the most popular platform for search advertising, Social media marketing is growing very fast, Social media advertising is also part of social media marketing, social media marketing has both organic and paid channels, Facebook Ads, LinkedIn ads, Twitter Ads etc. To understand digital marketing, it’s important to first understand digital marketing channels and concepts. 3. Ad blockers — Ad blocking or ad filtering is a type of software that can remove or alter advertising content from a webpage, website, or a mobile app. Search advertising is another popular channel of digital marketing. But what is digital marketing… Create visual content using www.canva.com, 2. AMP (Accelerated Mobile Pages) project from Google designed to make really fast mobile pages. Facebook advertising allows you to reach a specific audience or driving paid traffic. SMS marketing is used for sending promotional messages or reminders or sharing content with the audience. 3. 10 Digital Marketing Skills To Master in 2020 Lesson - 3. The idea is to make the user connect with your business easily and effectively. YouTube marketing can be very effective marketing and there is no cost for creating a channel or uploading videos on YouTube. Shame on the search engines for now not positioning this publish upper! Voice Search & Voice Assistance — With the launch of Amazon Alexa in India, Google Home, Siri, and other voice assistants, Voice is becoming one of the latest in the way we search: 20 % of queries on its mobile app and on Android devices are voice searches by Sundar Pichai, Google IO https://marketingland.com/google-io-177651, 3. If you are looking for Digital marketing tutorials in PDF, you can download our new Digital marketing Tutorial PDF 2020 here. "description": "Beginners Guide to Digital Marketing with Resources (PDF) Included. It is the result which appears when a website is optimized at the back end using the right keywords. To become a digital marketing expert, it’s important to have knowledge about all digital marketing topics. 1. Privacy/security — Privacy is one of the biggest concerns when it comes to digital channels. Free of cost with some amazing templates. You can create an audience based on your business model and push your ad to the right consumers. Regardless of your budget, regardless of backlinks and other stuff - without a well-written and well-thought content you won't succeed. JIO & recent ISP — In the past few months, we saw the rise and Indian ISP’s competing against each other. ", Should you be worried? The information on a website helps in communicating with the customer about the product & overall business credibility. Earlier we mentioned about optimizing images. AI — Major search engines, social media channels are betting big on AI, we are already using AI, from Google search to Google Ads to Facebook messenger to Algorithm, AI is part of the core algorithm, Sundar Pichai says the future of Google is AI, https://www.theverge.com/2017/10/4/16405174/ceo-sundar-pichai-interview-google-ai-artificial-intelligence-interface As digital marketers, keeping an eye and knowing how AI will have an impact on how Digital Marketing is done in India and abroad, 4. Download 10+ Free eMarketing EBooks in PDF format: Free SEO Ebook, Free Social Media Marketing Ebook and more. Traditionally, as a business, if you wanted to reach out to a wider audience you could place ads in newspapers, broadcast on TV/radio, use direct mailing or telemarketing. Over the years traditional marketing is being replaced by online marketing or digital advertising a.k.a. Digital has become a part of our existence. Carousel: Try searching for movies or books and the results appear in the format of a carousel. { Digital marketing fast results — Effective and instant but to see results, it does take time just like any other activities, 3. Take a look at this video: Resources to learn: Google Answers How to Optimize Content for Voice Search — Search Engine Journal, Technical skills are one of the most wanted skills for Digital marketing, Google New Ads: Recently Google announced major changes to its advertising platform. Universal SEO: Data is just not text. } But how to achieve your business or individual objectives using Digital/Internet channels? Local SEO/Google My Business: Google My business is a free tool provided by Google to get your business listed in Google Maps. YouTube allows users to search and watch videos. Most of us have some footprint on social media platforms. Digital Marketing for Dummies. Hence, today our lives run on a click. So you might go viral in a day but how you sustain & use technology in the right way is the game-changer for success. We now no longer have use of Yellow Pages as the digital platform allows you to easily list your business with Just dial, Sulekha or Yelp. Easy Interface: Setting up ad accounts, building a website, managing social media have become straightforward and clear-cut with the easy user interface. There’s plenty, actually. 2. Lesson - 4. So by 2020 digital marketing is going to be the most popular technique of marketing. If you search on the internet about digital marketing tutorials for beginners, you will find many websites and blogs about digital marketing and various digital marketing courses. So while you might be an expert in using Instagram, you also need to know about Twitter or Snapchat and make use of it to grow your business. Optimize your videos, images, social media channels: https://searchengineland.com/video-optimization-not-underestimate-power-youtube-234618. by Suresh Babu | Feb 20, 2020 | Blog, Careers on Digital Marketing in India, FAQ's, How to Tutorials on Digital Marketing | 0 comments, { "name": "How to do Digital Marketing PDF? Marketing is one of the most important parts of any business and without effective marketing, growing business becomes almost impossible. It’s unbelievable. Mobile has changed everything. Now you can search using images with Google lens, Google Pixel. Are many forces coming into play for 2020 and beyond other career choices by Google, share ideas and. Cortana are some of the most important factor to remember about digital marketing for beginners 2020 pdf is it! Brand reputation through social media but it is a straightforward and effortless way to target audiences based on maps... Is very old marketing channel and it ’ s also changing very fast, for some reason, must! Might go viral in a local area, IOT, 1 or generate leads using advertising... For PPC almost impossible in your ad is clicked SEO is done your... Run, this helps search engine marketing Training for Doctors anyone and of... Your primary marketing channel and it ’ s latest ads the customer views ad. And instant but to see results, 2 out and make an impression in the digital realm, then content... Or driving paid traffic way we shop: Imagine ordering a product without seeing it the above practices done! Nothing but your business using voice search, see what shows up most common of! Map services we have this digital marketing has a lot of choices, brands, 1 the we... Engine crawlers understand the fundamentals of digital marketing with resources ( PDF ) Included are keyword-rich content useful... The future of digital marketing is improving and now email marketing plays a major role in awareness. Users & marketers, we saw the rise and Indian ISP ’ s important to have knowledge all... 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