A Beginners' Guide About Digital Marketing - Some Common Misconceptions_ Part-1
Chapter One
Why We Wrote This Guide
Web based advertising moves at the speed of light. To keep up, you require a solid establishment with the judgment to think fundamentally, act freely, and be persistently innovative. That is the reason we composed this guide — to enable you with the mental building squares to remain ahead in a forceful industry.
There are a lot of advisers for showcasing. From course readings to online video instructional exercises, you can truly take your pick. In any case, we felt that there was something missing — a guide that truly begins toward the start to outfit officially wise experts with a solid adjust of vital and strategic counsel. The Beginner's Guide to Online Marketing shuts that hole.
WHO THIS GUIDE IS FOR
We composed this guide for a group of people of first-time advertisers, experienced business people and independent venture proprietors, section to mid-level applicants, and showcasing chiefs needing assets to prepare their immediate reports. The majority of all, we need you to leave this guide feeling certain about your promoting technique.
What amount OF THIS GUIDE SHOULD YOU READ?
This guide is intended for you to peruse cover-to-cover. Each new section expands upon the past one. A center thought that we need to fortify is that advertising ought to be assessed comprehensively. What you have to do is this as far as development structures and frameworks rather than crusades. Perusing this guide all the way will help you interface the many moving parts of promoting to your huge picture objective, which is ROI.
Web based advertising moves at the speed of light. To keep up, you require a solid establishment with the judgment to think fundamentally, act freely, and be persistently innovative. That is the reason we composed this guide — to enable you with the mental building squares to remain ahead in a forceful industry.
There are a lot of advisers for showcasing. From course readings to online video instructional exercises, you can truly take your pick. In any case, we felt that there was something missing — a guide that truly begins toward the start to outfit officially wise experts with a solid adjust of vital and strategic counsel. The Beginner's Guide to Online Marketing shuts that hole.
WHO THIS GUIDE IS FOR
We composed this guide for a group of people of first-time advertisers, experienced business people and independent venture proprietors, section to mid-level applicants, and showcasing chiefs needing assets to prepare their immediate reports. The majority of all, we need you to leave this guide feeling certain about your promoting technique.
What amount OF THIS GUIDE SHOULD YOU READ?
This guide is intended for you to peruse cover-to-cover. Each new section expands upon the past one. A center thought that we need to fortify is that advertising ought to be assessed comprehensively. What you have to do is this as far as development structures and frameworks rather than crusades. Perusing this guide all the way will help you interface the many moving parts of promoting to your huge picture objective, which is ROI.
It is probably in this innovation driven world, advanced media based promoting has given the business improvement another boosting towards speedier development. In any case, taking after are some regular mix-ups that a beginner ought to stay away from:
1. Higher time utilization versus less outcomes: The primary thing that disillusions a tenderfoot is time against results. There is not really any easy route to accomplishment (with the exception of pay-per-click ad) in the computerized or the web based advertising circle! When you start to begin advertise your business on the web, you need to sit tight and look for results for quite a while. After a couple of results, revise on system can prompt to expected outcomes. However, this does not imply that you ought to quit dealing with advanced media based advertising ploys. One thing you should recollect or pass on to your bosses that aftereffects of computerized advertising remain for quite a while. Once the stream of business creatures, it improves in income gathering than disconnected promoting forms.
2. It is excessively specialized and hard, making it impossible to track or measure: I can by and by let you know that I have gone over individuals who basically attempt to refute advanced or web based promoting as it is somewhat specialized. Some of my companions and even customers are heard to state, "You individuals better comprehend things as you have the specialized skill". However, let me let you know my companions, However, Googling around and with the assistance of some of my companions, I am presently effectively taking care of my own webpage's web based showcasing process. What's more, discussing the following procedure, I can state there are such a large number of apparatuses to dissect and follow the yield of your advanced advertising endeavors. For instance, there are numerous catchphrase investigation apparatuses that help you know the best watchwords or expressions that would help you advance and outflank your rivals on Google indexed lists.
3. You have to contribute singular amount cash for achievement: Another misfortune that can truly influence a tenderfoot to make the principal firm stride in the space of advanced or web based promoting is a cash issue. Whether you utilize any computerized showcasing master or yourself start to work in this area, extremely ostensible speculation can begin indicating you more prominent outcomes. You can expect better outcomes from other routine showcasing ploys even. There are such a variety of free methods that can be executed to get firsthand outcomes.
4. Website design enhancement will pass on so stop this drivel: There are such a large number of Big Brothers who have developed some profound information in themselves about Google and SEO. They have the judgment - Google now does not permit or hold fast to customary practices of advancement of website pages (Meta labels, content and so on.) so it is not important to put your cash in computerized or web based advertising (SEO is surely the piece of it). It is ideal to take after different methods. These sorts of originations are only misguided judgments about computerized promoting! The on-page SEO (taking a shot at Meta content) still has significance to Google and other web indexes. Those ploys manage look crawlers to record and demonstrate the best outcomes against the client inquiries. Yes, SEO procedures are getting to be distinctly best in class to convey the best outcomes to the clients and it won't bite the dust till the web crawlers are in the market.
5. Long range interpersonal communication is all advanced or web based showcasing: In this time of 'Facebook', 'Twitter', 'what's Up' individuals are growing a profound misguided judgment in themselves. They have begun to surmise that web-based social networking advertising is with everything taken into account in advanced promoting. In the event that you can advertise you business in social channels, you then don't have to do whatever else. However, for the novices I should state, quit thinking moreover! In the event that you seek, you would discover there are such a large number of different strategies that assistance in bringing comes about. Try not to enjoy your time totally via web-based networking media promoting. For instance, you need to know and work on making your online nearness portable benevolent to achieve the best number of individuals. Also, to do that, you need to know some key methods that remain as a piece of advanced media based advertising.
All things considered, there are such a variety of different confusions about computerized showcasing forms. Be that as it may, I have attempted to advance just 5 misguided judgments that can lead an amateur to vanquish! I have actually smoldered my nail falling in a couple of such harming misinterpretations. So I think, everyone ought to research well and discover reality. There are such a large number of web journals of specialists that can control an apprentice to accomplishment in computerized and web based showcasing. For instance, Google's Spokesperson Mr. Matt Cutts has a blog where he shares his great contemplations on advanced and internet advertising great practices. Such sites and aides are multitudinous and taking after those, achievement will undoubtedly seek a fledgling. I wish the above focuses would help all of you be effective in maintaining a strategic distance from basic misguided judgments of advanced promoting. Know reality and get the achievement.
BE LASER FOCUSED ON YOUR CUSTOMERS: Chapter One
At any given time, your organization has many choices for running promoting effort.
We're not misrepresenting.
You can compose blog entries, burn through six figures on pay-per-click advertisements, send bulletins, and tweet to your heart's substance. Inside these decisions are much more small scale decisions. What focusing on choices and pictures would it be advisable for you to pick for your Facebook advertisements? Would it be advisable for you to build up your blog entries in house, or would it be a good idea for you to outsource the keeping in touch with professional writers? How would you pick the correct email subject features? Would it be a good idea for you to pick a cost-per-snap or cost-per-impression valuing model?
These inquiries are overwhelming. It's anything but difficult to get hindered and feel like a hamster in a wheel. As you push ahead in your exploration, you'll go over specialists who'll instruct you to "simply begin testing."
Overlook this guidance.
Promoting is key. To succeed, you require exceptionally engaged objectives. You require a structure for a versatile, replicable system. It doesn't make a difference whether you're a fledgling or a propelled advertiser — this reality will dependably remain constant. On the off chance that you keep running without bearing, you'll wind up squandering two of your organization's most significant resources: time and cash.
Step #1 of effective web based promoting is a comprehension of your organization's correct needs and objectives. You require tenacious self-control. Furthermore, laser center.
This part will adopt a definitely unique strategy from most advertising aides that you'll read. Will begin in reverse, with the lessons that most experienced advertisers take years to learn. We trust that this approach is the most ideal approach to (1) propel your association while (2) sparing time and (3) sparing cash.
This is what you have to know,before you even think about running your first web based advertising effort. This section will put you light-years in front of the group.
Promoting STARTS WITH YOUR CUSTOMERS
Each promoting system ought to begin with your client base. Who are the general population utilizing your item? What do these people esteem, what do they feel, what items would they say they are presently utilizing, and what will it take to sign them on as paying clients?
Before bouncing into your internet advertising technique, have a discussion with your current clients.
How could they get some answers concerning your item or administration? What was the procedure that changed them from intrigued prospects into paying clients? What do your clients esteem or think about?
Odds are that the responses to these inquiries have little to do with whether your clients discovered your organization on the web or face to face. What you'll likely hear and find most convincing are stories about how your business comprehended some of your clients' most squeezing issues.
Promoting is about human-to-human connections and can occur through any on the web or disconnected medium. By the day's end, your clients presumably won't recall whether they discovered your organization through a tick on a Facebook promotion or through a referral from a companion.
How have you discovered some of your most loved organizations, items, and administrations?
Presently, I (Ritika) will accomplish something that I do once in a while. Will remove my advertiser cap and demonstrate to you my inward shopper. Oh my goodness a tale around two organizations that changed my life.
1.MODCLOTH - AN ONLINE BOUTIQUE FOR WOMEN
In 2011, I concluded that I was tired of retail chains. I didn't care for remaining in lines, chasing in heaps to clothe things that I loved, and squandering my cash on things that I required however didn't completely appreciate.
All of a sudden one day, another boutique opened by my home. I adored everything about shopping there — that the things were modest, that the boutique was never swarmed, and that each thing in the store was novel. This store grasped each and every one of my qualities as a bustling lady. It was the best physical experience that I have ever had.
Later in 2011, I (Ritika) began developing my advertising counseling business. The final product was that I had zero spare time. I transitioned to doing a large portion of my errands on the web. The issue was, I missed that in-store, individual "boutique" encounter from my neighborhood store. I informed a companion regarding it, and she acquainted me with an online store called ModCloth. I investigated and was in a flash snared — I experience timeframes when I check the site day by day for new stock.
I rapidly paid heed to ModCloth's strong web based promoting nearness — which bodes well, given that they're an online customer facing facade. They're dynamic on social, splendid through email, and always retargeting me through Facebook promotions with items that they think I'll adore.
Despite the fact that I live and inhale promoting, what dependably emerged to me about ModCloth has not been their battles. When I sat down to compose this guide, I couldn't think about a specific email or offer that constrained me to make a buy. What's more, that is astonishing, given that I'm presented with ModCloth promotions practically every time I sign into Facebook. I tap on these promotions each and every day — I can't help it. I realize that I adore ModCloth's promotions, however I can't recall a solitary one.
What I recall is the issue that ModCloth helped me unravel — the way that I experienced difficulty discovering novel, great stuff. Shopping used to feel like a hopeless time-suck, and ModCloth went along and made it fun.
At the heart of ModCloth's promoting spend (with me specifically) is a human-to-human association. What's more, here is a preview of what that association has earned them. All and all, I've likely burned through $1,000 throughout the most recent two years.
2. Bird ROCK BREWERY
LOS ANGELES'S DESTINATION FOR CRAFT BEER AFICIONADOS
Los Angeles' Destination for Craft Beer Aficionados
Settled in a modern Los Angeles neighborhood is one of the region's first microbreweries. Be that as it may, don't give the stockrooms and auto a chance to body shops trick you. On end of the week nighttimes, this place is a stunning goal for meeting new companions and getting a charge out of specialty brews.
My companions have been infatuated with this place for quite a long time. However, I didn't discover it through a verbal referral. I discovered it through a Yelp look and was in a flash flabbergasted by this current place's four-and-a-half star rating.
Persuaded that the organization was putting intensely in its web based advertising activities, I (Ritika) selected the Brewery's proprietors to meet for an article I was writing in Amex OPEN Forum.
You know what stunned me? In spite of Eagle Rock's enormous online nearness, they had put next to no in their internet promoting methodology:
I assumed that since I got some answers concerning them on the web, they more likely than not been running vigorous advertising effort.
Actually, Eagle Rock's mystery showcasing weapon was and dependably has been informal. The organization's proprietors have committed their lives to a neglected need in Los Angeles — the way that art lager devotees need a nearby microbrewery.
Falcon Rock Brewery immediately built up a notoriety for its fiery setting, committed group, and superb item.
Also, that is quite recently it. It's Eagle Rock Brewery's notoriety that energizes the organization's web based promoting technique. What the Internet did was enhance the characteristic verbal impact and make discussions more grounded.
Hawk Rock Brewery has a great online networking taking after. Their procedure is basic — to keep correspondence as open as conceivable with their groups of clients and prospects. It is a solitary, centered objective.
What's more, guess what? As one of Eagle Rock's clients, what I think about most is not the amount they're spending on promoting or advertising. I think about their item and that they've made me — bigly — a more joyful individual.
Toward the day's end, it doesn't make a difference whether you're running on the web promotions, email advertising effort, or retargeting clients on Facebook. What is important is that your organization's showcasing group sets up the correct frameworks to construct honest to goodness, human-to-human bonds with the purchasers you're attempting to reach. The way to effective Internet advertising is your capacity to pick the most ideal channels for accomplishing that ultimate objective.
Build up YOUR CUSTOMER PERSONAS
There is no such thing as a one-estimate fits-all client. Your purchasers are very different and will show their own one of a kind inclinations, identity qualities, and necessities. Your web based promoting activities need to achieve every single one of these client fragments.
The initial step to any showcasing system is to set up your client personas.
These are the behavioral, statistic, and mental qualities of your purchasers. A fast approach to begin is to finished the accompanying worksheet.
Begin WITH THE FOLLOWING QUESTIONS:
What are your commonplace clients' parts? In case you're offering a B2B item or administration, what are their occupation titles?
Cases for shopper brands incorporate spouse, wife, father, mother, close relative, uncle, grandma.
Cases for B2B brands incorporate IT supervisor, advertising administrator CEO, business improvement director, VP, and so forth.
Do these people have basic leadership power? In the event that yes, do despite everything they counsel others? If not, who has the last say?
Duties connected with this purchaser persona's occupation
Most noteworthy occupation needs/duties in this purchaser persona's immediate region of impact
The top issues/torment focuses they're confronting that your organization can unravel
A few saw boundaries to the above issues
What activities the purchaser may have effectively taken to take care of their key issues
Who do they answer to
A long time in this part
Advertising is particularly similar to open talking or performing. Despite the fact that you are addressing a major gathering, you have to make sense of the most ideal approach to associate with your viewers on an individual level. That implies understanding who is in your gathering of people and also what brought them there.
While finishing your purchaser personas, envision them as people instead of gatherings. Step far from customary statistical surveying systems that compartmentalize individuals into institutionalized, prior classifications. As such, lose the treat cutter — your center client sections ought to be interesting to your association.
Begin with genuine discussions about your clients and prospects. Advance with a receptive outlook, and don't make any suspicions. The outcomes you find may astonish you and drastically change the course of your promoting system.
Here's a case to consider:
In 2009, Fan Bi began an organization called Blank Label when he saw two buyer issues: (1) retail chain shirts didn't fit well and (2) exclusively custom-made shirts were excessively costly for normal purchasers. He propelled Blank Label, a custom men's shirt organization, to address that need.
Initially, Blank Label's group imagined its client base to be much the same as the originators — young fellows who thought it is cool to have a modified shirt. What the group found following quite a while of client research through messages, live visits, and insight programming was that the organization's most productive client fragment comprised of more seasoned men who were specialists, attorneys, and bookkeepers.
In 2011, the organization added new components to speak to what the organization's center clients needed most. The organization additionally updated its site to convey a more upscale look and feel.
To Be continued.... For Part-2 visit this link: http://bit.ly/2ix6as2
BE LASER FOCUSED ON YOUR CUSTOMERS: Chapter One
At any given time, your organization has many choices for running promoting effort.
We're not misrepresenting.
You can compose blog entries, burn through six figures on pay-per-click advertisements, send bulletins, and tweet to your heart's substance. Inside these decisions are much more small scale decisions. What focusing on choices and pictures would it be advisable for you to pick for your Facebook advertisements? Would it be advisable for you to build up your blog entries in house, or would it be a good idea for you to outsource the keeping in touch with professional writers? How would you pick the correct email subject features? Would it be a good idea for you to pick a cost-per-snap or cost-per-impression valuing model?
These inquiries are overwhelming. It's anything but difficult to get hindered and feel like a hamster in a wheel. As you push ahead in your exploration, you'll go over specialists who'll instruct you to "simply begin testing."
Overlook this guidance.
Promoting is key. To succeed, you require exceptionally engaged objectives. You require a structure for a versatile, replicable system. It doesn't make a difference whether you're a fledgling or a propelled advertiser — this reality will dependably remain constant. On the off chance that you keep running without bearing, you'll wind up squandering two of your organization's most significant resources: time and cash.
Step #1 of effective web based promoting is a comprehension of your organization's correct needs and objectives. You require tenacious self-control. Furthermore, laser center.
This part will adopt a definitely unique strategy from most advertising aides that you'll read. Will begin in reverse, with the lessons that most experienced advertisers take years to learn. We trust that this approach is the most ideal approach to (1) propel your association while (2) sparing time and (3) sparing cash.
This is what you have to know,before you even think about running your first web based advertising effort. This section will put you light-years in front of the group.
Promoting STARTS WITH YOUR CUSTOMERS
Each promoting system ought to begin with your client base. Who are the general population utilizing your item? What do these people esteem, what do they feel, what items would they say they are presently utilizing, and what will it take to sign them on as paying clients?
Before bouncing into your internet advertising technique, have a discussion with your current clients.
How could they get some answers concerning your item or administration? What was the procedure that changed them from intrigued prospects into paying clients? What do your clients esteem or think about?
Odds are that the responses to these inquiries have little to do with whether your clients discovered your organization on the web or face to face. What you'll likely hear and find most convincing are stories about how your business comprehended some of your clients' most squeezing issues.
Promoting is about human-to-human connections and can occur through any on the web or disconnected medium. By the day's end, your clients presumably won't recall whether they discovered your organization through a tick on a Facebook promotion or through a referral from a companion.
How have you discovered some of your most loved organizations, items, and administrations?
Presently, I (Ritika) will accomplish something that I do once in a while. Will remove my advertiser cap and demonstrate to you my inward shopper. Oh my goodness a tale around two organizations that changed my life.
1.MODCLOTH - AN ONLINE BOUTIQUE FOR WOMEN
In 2011, I concluded that I was tired of retail chains. I didn't care for remaining in lines, chasing in heaps to clothe things that I loved, and squandering my cash on things that I required however didn't completely appreciate.
All of a sudden one day, another boutique opened by my home. I adored everything about shopping there — that the things were modest, that the boutique was never swarmed, and that each thing in the store was novel. This store grasped each and every one of my qualities as a bustling lady. It was the best physical experience that I have ever had.
Later in 2011, I (Ritika) began developing my advertising counseling business. The final product was that I had zero spare time. I transitioned to doing a large portion of my errands on the web. The issue was, I missed that in-store, individual "boutique" encounter from my neighborhood store. I informed a companion regarding it, and she acquainted me with an online store called ModCloth. I investigated and was in a flash snared — I experience timeframes when I check the site day by day for new stock.
I rapidly paid heed to ModCloth's strong web based promoting nearness — which bodes well, given that they're an online customer facing facade. They're dynamic on social, splendid through email, and always retargeting me through Facebook promotions with items that they think I'll adore.
Despite the fact that I live and inhale promoting, what dependably emerged to me about ModCloth has not been their battles. When I sat down to compose this guide, I couldn't think about a specific email or offer that constrained me to make a buy. What's more, that is astonishing, given that I'm presented with ModCloth promotions practically every time I sign into Facebook. I tap on these promotions each and every day — I can't help it. I realize that I adore ModCloth's promotions, however I can't recall a solitary one.
What I recall is the issue that ModCloth helped me unravel — the way that I experienced difficulty discovering novel, great stuff. Shopping used to feel like a hopeless time-suck, and ModCloth went along and made it fun.
At the heart of ModCloth's promoting spend (with me specifically) is a human-to-human association. What's more, here is a preview of what that association has earned them. All and all, I've likely burned through $1,000 throughout the most recent two years.
2. Bird ROCK BREWERY
LOS ANGELES'S DESTINATION FOR CRAFT BEER AFICIONADOS
Los Angeles' Destination for Craft Beer Aficionados
Settled in a modern Los Angeles neighborhood is one of the region's first microbreweries. Be that as it may, don't give the stockrooms and auto a chance to body shops trick you. On end of the week nighttimes, this place is a stunning goal for meeting new companions and getting a charge out of specialty brews.
My companions have been infatuated with this place for quite a long time. However, I didn't discover it through a verbal referral. I discovered it through a Yelp look and was in a flash flabbergasted by this current place's four-and-a-half star rating.
Persuaded that the organization was putting intensely in its web based advertising activities, I (Ritika) selected the Brewery's proprietors to meet for an article I was writing in Amex OPEN Forum.
You know what stunned me? In spite of Eagle Rock's enormous online nearness, they had put next to no in their internet promoting methodology:
I assumed that since I got some answers concerning them on the web, they more likely than not been running vigorous advertising effort.
Actually, Eagle Rock's mystery showcasing weapon was and dependably has been informal. The organization's proprietors have committed their lives to a neglected need in Los Angeles — the way that art lager devotees need a nearby microbrewery.
Falcon Rock Brewery immediately built up a notoriety for its fiery setting, committed group, and superb item.
Also, that is quite recently it. It's Eagle Rock Brewery's notoriety that energizes the organization's web based promoting technique. What the Internet did was enhance the characteristic verbal impact and make discussions more grounded.
Hawk Rock Brewery has a great online networking taking after. Their procedure is basic — to keep correspondence as open as conceivable with their groups of clients and prospects. It is a solitary, centered objective.
What's more, guess what? As one of Eagle Rock's clients, what I think about most is not the amount they're spending on promoting or advertising. I think about their item and that they've made me — bigly — a more joyful individual.
Toward the day's end, it doesn't make a difference whether you're running on the web promotions, email advertising effort, or retargeting clients on Facebook. What is important is that your organization's showcasing group sets up the correct frameworks to construct honest to goodness, human-to-human bonds with the purchasers you're attempting to reach. The way to effective Internet advertising is your capacity to pick the most ideal channels for accomplishing that ultimate objective.
Build up YOUR CUSTOMER PERSONAS
There is no such thing as a one-estimate fits-all client. Your purchasers are very different and will show their own one of a kind inclinations, identity qualities, and necessities. Your web based promoting activities need to achieve every single one of these client fragments.
The initial step to any showcasing system is to set up your client personas.
These are the behavioral, statistic, and mental qualities of your purchasers. A fast approach to begin is to finished the accompanying worksheet.
Begin WITH THE FOLLOWING QUESTIONS:
What are your commonplace clients' parts? In case you're offering a B2B item or administration, what are their occupation titles?
Cases for shopper brands incorporate spouse, wife, father, mother, close relative, uncle, grandma.
Cases for B2B brands incorporate IT supervisor, advertising administrator CEO, business improvement director, VP, and so forth.
Do these people have basic leadership power? In the event that yes, do despite everything they counsel others? If not, who has the last say?
Comprehend your client personas on an individual level by pinpointing their key identity qualities:
Statistic qualities:
Work title
Age
Training
Industry
Where they're found (city, suburb, provincial)
Key proficient qualities:
Most noteworthy occupation needs/duties in this purchaser persona's immediate region of impact
The top issues/torment focuses they're confronting that your organization can unravel
A few saw boundaries to the above issues
What activities the purchaser may have effectively taken to take care of their key issues
Who do they answer to
A long time in this part
Advertising is particularly similar to open talking or performing. Despite the fact that you are addressing a major gathering, you have to make sense of the most ideal approach to associate with your viewers on an individual level. That implies understanding who is in your gathering of people and also what brought them there.
While finishing your purchaser personas, envision them as people instead of gatherings. Step far from customary statistical surveying systems that compartmentalize individuals into institutionalized, prior classifications. As such, lose the treat cutter — your center client sections ought to be interesting to your association.
Begin with genuine discussions about your clients and prospects. Advance with a receptive outlook, and don't make any suspicions. The outcomes you find may astonish you and drastically change the course of your promoting system.
Here's a case to consider:
In 2009, Fan Bi began an organization called Blank Label when he saw two buyer issues: (1) retail chain shirts didn't fit well and (2) exclusively custom-made shirts were excessively costly for normal purchasers. He propelled Blank Label, a custom men's shirt organization, to address that need.
Initially, Blank Label's group imagined its client base to be much the same as the originators — young fellows who thought it is cool to have a modified shirt. What the group found following quite a while of client research through messages, live visits, and insight programming was that the organization's most productive client fragment comprised of more seasoned men who were specialists, attorneys, and bookkeepers.
In 2011, the organization added new components to speak to what the organization's center clients needed most. The organization additionally updated its site to convey a more upscale look and feel.
To Be continued.... For Part-2 visit this link: http://bit.ly/2ix6as2
