Episode Transcript
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Speaker 1 (00:01):
Artificial
intelligence.
Unless you've been living underrock, you know that this is the
talk of the town.
It's almost like the birth ofthe internet itself.
But what exactly should therole of artificial intelligence
be in your digital marketing?
How are people or businessesusing it today?
How should you be using it Andthen?
(00:21):
what are the pitfalls that youshould avoid?
These are the recommendationsthat I am to provide you on this
episode of the live streamversion of your digital
marketing coach podcast.
Speaker 2 (00:35):
Digital social media
content, influencer marketing,
blogging, podcasting, vlogging,tiktoking, linkedin, twitter,
facebook, instagram, youtube,seo, sem, ppc, email marketing
There's a lot to cover.
Whether you're a marketingprofessional, entrepreneur or
business owner, you need someoneyou can rely on for expert
(00:57):
advice.
Good thing you've got Neil onyour side, because Neil Schaefer
is your digital marketing coachhelping you grow your business
with digital.
First marketing, one episode ata time.
This is your digital marketingcoach and this is Neil Schaefer.
Speaker 1 (01:23):
So let's first talk
about AI in general, because
there is a lot of noise comingout from everybody.
If you are subscribed to amarketing tool, you have
undoubtedly heard from varioustools all the different things
that they are providing.
If you are following marketerson Twitter, on LinkedIn or
(01:47):
wherever, they're all talkingabout AI as well.
So there is a lot of noise outthere and we really need to
figure out how much of this isnoise and how much of this is
what we should actually beacting upon.
And I say this because everyyear, especially in social media
, there is something new that alot of people talk about.
(02:08):
Last year might have been Web 3and NFTs, and the year before
that it was Clubhouse and SocialAudio.
So there's a lot of people thatare bouncing around different
ideas, but obviously this one Ithink we can all agree is
different.
It's different for a lot ofreasons that I am going to go
through, but I also want to saythat I'm almost reminded of a
(02:31):
tool called Pingfm.
I want you to raise your hand ifyou've heard of a tool called
Pingfm.
We don't talk about Pingfmanymore, but Pingfm was a tool
in the early days of socialmedia, when there were a ton of
different social networkingsites.
(02:51):
There were like 50, 100 thatjust came out of nowhere.
We had Dig, we had StumbleUponTumblr in its early days And the
idea was just use this tool andjust put your link and a title
in there and it willautomatically publish to like 50
sites all at once, or howevermany sites you wanted it to do
at Now.
At the time it seemed like agreat idea.
(03:12):
I can get all my content on allthese social networking sites.
It's efficient, don't have towaste time.
But at the end of the day, isthat the best solution?
We know today?
that is not the best solutionAnd, in fact, pingfm is not
around Now.
That is not an example of an AItool, but it is an example of a
(03:33):
tool that, nevertheless, at thetime, a lot of people thought
was a good idea.
So, with that same historicalperspective, i want to take a
look at AI.
I think the other thing about AIis you probably know someone
that, or you've read a blog post, that you have this feeling
that, unless you're like thisprompt engineering expert
(03:56):
trained on chat, gpt to do allyour work on autopilot, that
somehow you're way far behind.
I want to tell you that thosepeople are out there, but they
are very, very far in view and,like anything else, you are
never too late for any of this.
So it is not too late to getstarted today with all the
advice that I'm going to giveyou.
But I do want to say it isimportant to take AI more
(04:19):
serious than ever, and thereason is the more you
understand it now, the moreknowledge you have, the more
ways you will undoubtedly beable to see that it can help
your business, especially yourmarketing.
That's really one of the keymessages that I want to bring
you today.
I think the other thing is yourcompetitors.
Right, if your competitors onceyou understand what people are
(04:42):
already doing with AI, you beginto see that if your competitors
are way ahead of you on this,then you're going to fall behind
and you are going to lose anyadvantage that you have in the
marketplace.
So that is another thing, but Idon't want you to use AI
because of FOMO, right, you'renot missing out, but you need to
understand what is going on,and I think really the first
(05:04):
place now.
I've been talking about this onthis podcast for several months
now.
I began in the fall winter of2022, after the emergence of
chat GPT, saying it's time youneed to experiment.
And then, after attendingJasperai's Generative AI
Conference in San Francisco onValentine's Day actually I said
(05:24):
experimentation time is over.
You really need to start doingthis and figuring out its role
in your marketing, and today isreally an extension of that
conversation.
But obviously you hopefullyhave been already using chat,
gpt and Google Bard, and Ireally want you to use it as
your assistant, talk to it as ifit was a virtual assistant, a
(05:45):
personal assistant, and see whatis possible.
That's really the best way todescribe it, because with AI,
there's no rulebook for any ofthis right And it's really only
your imagination that could holdyou back on anything that you
want to do.
So keep that in mind.
It's funny because when I haveconversations with chat, gpt or
you know, and prompts on anytool, i tend to use the words
(06:08):
like please and thank you as ifthey were human.
But I think that's reallyreally a good way to think about
it, because you will see many,many ways of using those tools.
So I want to begin by saying Ilike to provide as much data as
possible when I talk about AIand Jasper, who I believe are
sort of the gorillas in AImarketing tool, today, just came
(06:32):
out with their first AI andbusiness trend report.
Now, in this report they inlate January, so this is already
four months ago they surveyed500 tech professionals across a
dozen departments and a widevariety of age groups and
company sizes to get their takeon all things related to
generative AI.
(06:52):
This is the use of AI incontent creation.
Here's some data to think ofand this is going to give you a
good idea of where you and yourbusiness stand on this AI
onboarding or on this AItechnology roadmap.
Those that are in one to 10people companies 45 percent if
(07:13):
they are a two to 10 personcompany are already spending up
to $100 a month on GenIi tools.
57 percent of solar pernurs arespending up to $100 on AI tools
.
Only 14 percent of solarpernurs were spending zero,
meaning that 86 percent of solarpernurs were already invested
(07:36):
in AI for their marketing.
On the other hand, those thatworked at companies over 1,000
people there were already atremendous amount.
I think the number is 25percent were already spending
more than $2,000 a month onGenIi and only 10 percent were
spending zero.
90 percent of large companiesare already invested, and $2,000
(08:01):
a month is not a lot for alarge company, but they are
invested and they've startedtheir journey.
I think it's safe to say thattoday, ai and marketing is
clearly mainstream.
The interesting thing is and Ithink you'll get a sense of this
as I go through these use casescenarios that the smaller the
business, the more impactful itcan have, the more efficiency
(08:23):
you can raise The fact that moresmaller businesses are adopting
AI more aggressively comparedto larger businesses.
I think it's something, a trend, that we're going to continue
to see, as smaller businessesobviously can be nimble and,
like I said, they have the mostto gain from this.
This is not large enterprisemarketing.
Ai is really for any business,even the solar pernurs that
(08:46):
might be listening to thispodcast or watching this live
stream.
Now one more data point fromthis report, and it's going to
be a preface as to what I wantto talk about today.
What are the ways in whichparticipants use generative AI?
45 percent use it to improveexisting content.
(09:07):
Take content you already haveput it through a prompt and see
how you might be able to improveit.
A lot of my titles for YouTubevideos.
I am doing the exact same thing.
I'm using a tool called vidIQand I am putting the title that
I think is going to be good inthe prompt and it is giving me
three alternative titles that Imight want to use.
(09:29):
Undoubtedly, one of thosetitles ends up just sounding
better, something that I couldnot have thought of but that
very much represents what I wantto talk about.
That's 45 percent.
43 percent to generate new ideas.
I think this is something wecan all agree on.
If AI is tapping into themassive brain power of
everything that's ever beenpublished online, you're going
(09:51):
to get a new idea.
If you're asking an assistant,that represents billions of
ideas, you're bound to find anew idea.
43 percent to generate newideas.
This could be as easy as I wantto write a blog post on X.
I want to give a speech on Y.
I'm thinking about writing abook on Z.
What are some ideas that Ishould cover if I'm targeting
(10:11):
this audience?
I want to talk about this topic.
That really easy to imagine.
On that note, 38% are using itto build content outlines.
So if you're creating a list ofblog posts, what are the 10
things I should cover?
What are the 10 most importantquestions that small business
owners have when it comes to AIand marketing.
You can see how you can build acontent outline in that way.
(10:34):
I think this also ties into theideation.
31% use AI to speed up contentcreation.
Yes, it can definitely help youflesh out content When you have
writer's block.
It can help give you ideas andspur you to work faster.
28% use AI to optimize contentfor SEO.
Huge fan of phraseai, that'sthe tool that I use Chat GPT
(10:58):
alone, ai alone, does not giveyou SEO optimized content right,
but there are more and moretools that will help you better
align your content with whatpeople are actually searching
for or what search engines areserving up to internet users.
This is really the way to thinkabout that better alignment
right.
27% use generative AI toautomate editorial.
(11:19):
Now, i don't know what thatmeans.
There have already been AIproofreading tools at Grammarly
that have already existed, somaybe that's part of it, but
that's the data point.
26% to defeat writer's block,and I think I already mentioned
that.
You can imagine how that isvery, very useful.
26% as well, to generate bulkcopy.
You'll notice that was not thenumber one, the highest way in
(11:41):
which people are using AI, and Ithink that the knee-jerk
responses oh, we're gonna use AIto write all of our blog posts,
and that's not what I'm talkingabout here, and I wanna get
into with very, very specificguidelines as to where I believe
you should and shouldn't use AIand content creation.
But only 26% of these peoplethat are using AI are using it
(12:02):
to generate bulk copy.
In other words, three quartersof AI users are not using it to
create bulk copy Something toconsider.
18% are using it to buildcustom images Even Google Bard
recently now will give youresponses in visuals And 17% and
I'm sort of surprised this isso low to repurpose existing
(12:24):
content.
I'm a big fan of this.
I've been using AI for this.
So you see the different ways inwhich companies are or aren't
using AI, and at some point,you're gonna need to create what
I would call an AI policy forthe creation of content itself,
because there are some that aregonna be purists, saying you
should avoid AI at all costs,right While others wanna replace
(12:46):
anything and everything you dowith AI, and I'm not saying
there's one right or wronganswer here, but you need to
figure out what works best foryour company or for yourself and
stick with it.
Now I would avoid eitherextreme, but the problem is that
if you have a narrow view of AI, digital marketing, you are
going to lose out.
So it is time to really broadenyour view, because AI and
(13:10):
marketing is not just contentcreation, and I think that that
is the knee-jerk reaction that alot of people have Oh, we're
just gonna use AI to write allthese blog posts.
That's not what I'm talkingabout And I think that's the way
it's perceived, whether it'scollege admission essays for
high school students or collegestudents using chat GPT for
their essays.
(13:30):
That is not what I'm talkingabout here, and I think that'll
be really apparent as I get nearthe end.
So I wanna talk about AI in thecontent creation process,
outside of that bulk contentcreation.
So where can you use AI as partof creating content without the
actual creation of content?
Well, i mentioned beforecontent ideation and
(13:54):
organization.
Content ideation might be thebiggest, i think, positive
impact that AI can have once youstart to get comfortable using
it as part of your contentcreation process.
We can obviously use it forproofreading.
I mentioned Grammarly, whereprobably many of you are already
using it for proofreading SEOoptimization So I use Fray
(14:15):
Surfer.
Seo is another very populartool, but this is another way in
which we should be consideringleveraging AI.
One of my favorite ways of usingAI is a little bit
counterintuitive, but I am a fanof using AI detection tools.
When I have a team of writers,when we provide content for
clients, i am always puttingthat content not only through
(14:37):
copiescape to check forplagiarism, but also through AI
content detection tools.
And the reason that I'm puttingthat through AI content
detection tools is that AIcontent detection tools at the
end of the day, yes, they'reusing AI algorithms to figure
out if the content was generatedby AI or not, but, more
importantly, it's checking ifthe content sounds like it was
(14:58):
written by a robot, and nobodywants to write as if they sound
like a robot.
So, at the end of the day, ibelieve that these AI detection
tools actually are a great wayof confirming how quote unquote
human your writing is.
So, even if you're not using AIto create content, i would
experiment with putting mycontent through one of these AI
(15:20):
detection tools And I thinkyou're going to be pleasantly
surprised.
You may find that it suggeststhat you created something using
AI, even if you didn't.
And if it feels that way, youprobably want to mix up your set
and structures and vocabularyand I think you get the picture.
So I believe that actuallymakes for better content.
We obviously have creatingvisuals through Dali too.
(15:42):
We already mentioned that.
A lot of companies are alreadystarting to do that.
And what about video?
So we talked about text, wetalked about visual In audio and
video.
We can use tools like Descriptor Recut.
Recut is a tool that will gothrough your video and it will
try to determine where therewere blank spaces And it will
(16:03):
automatically cut that out inthe edit to save your time
editing.
It can also cut out and,together with Descript, another
tool, can also try to cut out,like Oz and UMS, it can also
automatically generate atranscript for you.
So another great way of usingAI as part of the content
creation process is by editingwhat you've already done to try
(16:24):
to save you time in the finalpublication of that without bulk
.
You know artificially creatingcontent right.
So now I want to get to and weshould have a drumroll which is
the actual use of AI in contentcreation itself, and this is
where we really want to get backto that policy as to what we're
(16:44):
going to do and what we mightnot do.
So I believe that AI is bestsuited for short form content.
It will give you a plethora ofideas that you probably haven't
thought about, without strain,far from your brand or human
voice.
Now, what are examples of this?
Ad copy is a great example ofthis.
(17:05):
In fact, social media you knowGoogle ads platforms are great
examples of tools that have beenusing AI for many, many years.
But ad copy social media copyis another one, another area in
which you can definitelyexperiment with AI tools for
content creation.
Product description, for bulletpoints, is another great area.
(17:27):
I help my clients use AI toolsfor, like Amazon, product
descriptions.
Once again, it's going to giveyou, based on your input, a
combination of saying things indifferent ways, using your
keywords and using the brandvoice that you define to help
really flesh out productdescriptions in a much, much
quicker way, based on thoseoriginal inputs, the original
(17:49):
information that you alreadyhave, that are already
representing your product, yourbrand.
So, short form content, withouta doubt, ai, i believe, is
going to be great for contentcreation.
It could really save you time.
And what about other contentwhere it's OK to sound robotic.
That type of content I wouldrefer to as technical content,
right?
(18:09):
Technical manuals, technicalFAQs.
That is an area where there'sgenerally not so much of a human
or brand voice.
Now, if your brand is doingsomething where you are creating
technical FAQs in a very humanand conversational voice, this
might not be appropriate.
But I know whenever I buysomething around me in my room
(18:31):
that is related to thetechnology and I get the manuals
, it does not sound very human.
In fact, most of the manualsdon't say as much as I'd like
them to.
So this is a great way Ifyou're thinking about AI for
long form content, the moretechnical your content is, the
more natural it's actually goingto sound.
So that's another great usecase scenario.
(18:51):
But for the other long formcontent, like blog posts and
video scripts and ebooks, ibelieve this is where you
probably do not want to use AIcontent 100%, as is You're going
to end up.
If you try to do that.
You're going to go throughbefore publication.
You're going to spend a lot oftime revoicing that content,
(19:12):
making sure it actuallyrepresents what you wrote or
what you talk about on thatsubject, because AI does
generate what they callhallucinations.
So actually, for some, it endsup being much faster, but for
others, it actually might end uptaking you more of your time to
edit and revoice that finalproduct, which might not, at the
(19:35):
end of the day, represent youor your business.
This is why I personally do notuse AI for long form content
creation, and whether you do itor not is really going to get
down to the AI policy.
I know that there are some,including some of my clients,
who spend just two.
They are not natural writers.
They spend way too much time incontent creation and swear that
(19:57):
AI makes them more efficient,gets them 80% of the way there
and saves them a ton of time.
Now, i don't know how effectivethe final product that they're
creating is going to be, but itprovides them that output.
So if it's a landing page whereyou don't care if it ranks in
SEO or not, then maybe that'sgoing to be very, very efficient
.
Now, how emotionally attachedare the readers going to be when
(20:20):
going through your landing pageusing a technology that is not
good at creating emotionalcontent?
I don't know, but these are thethings that we need to consider
when we use AI for long formcontent.
So there is no one right orwrong answer here.
You set your policy and you go,and this is why the smaller the
company, the fewer theresources, the fewer writers
(20:40):
that you have access for orbudget for, you can see how more
impactful the technology isgoing to be.
Now I also want to talk about AIin digital marketing outside of
content creation, because, likeI said, we often have this very
, very narrow view of AI of justwriting books and creating blog
(21:01):
posts, and it's really myintent to show you It's way more
than that And there are waymore use case scenarios that I
think most of you listeningwould probably agree are ethical
Or no matter what you thoughtof AI before you can consider
using it in that way.
So let's look at some of thesethings And I will say the
broader your approach to this,the more obviously you and your
(21:23):
business have to gain.
So, number one forecasting andpredicting outcomes.
We know that AI is gettingbetter at predicting stock
prices.
I think maybe you've seen someof these articles in the press,
but there are tools, forinstance, talking about YouTube,
like TubeBuddy.
Tubebuddy, when you upload aYouTube video, you often upload
(21:45):
a thumbnail.
It's going to look at yourthumbnail and it's going to give
you a predictive score as tohow likely your audience is
going to respond to thatthumbnail, based on your
previous results.
So that's a pretty cool way ofpredictive analytics with AI.
Tweethunter is a AI-generatedtweet tool that I use, and they
(22:06):
also, based on your tweet,before you send it out or
schedule it, they are giving youa score of how they think your
audience will respond to yourtweet.
Once again, we're using AI forforecasting and predicting
outcomes.
Now, this is an example of ifyou're just using chatGPT, you
can't see this, and this is whymy approach to leveraging AI and
(22:28):
marketing is leveraging AI inmarketing tools.
I'm not going direct to chatGPTfor all this, although for
ideation I tend to use GoogleBard but for all these other
things, you are going to seemore and more marketing
technology, the technology thatyou're already using, begin to
introduce this functionality, orthere's going to be new
technology that arises that isgoing to help you with this, and
(22:51):
this is really where we'regoing to see those marketing
technology companies that aremore aggressive in a good way,
about AI and those that are wayfar behind, and I think that
that's almost an analogy ofcompanies that really leverage
AI and those that don't.
So forecasting and predictingoutcomes, i think, is a very,
very powerful way of using AI.
What about number two?
better customer service.
(23:11):
So I talk about phraseio asbeing this tool for helping me
optimize my content for SEO, butphrase has always had a
customer service chatbot toolthat you can install on your
website.
So, as you know, with chatGPT,we know that chatbots are
getting much better at talkinglike humans.
(23:32):
But what phrases chatbot does?
what more and more of thesechatbots are doing is they're
indexing your website's contentAnd therefore, when someone
comes in with a question, it isdoing its best to provide them
an answer using AI, based on thecontent that you already have.
This is something I hope to doin the future for Neal
(23:52):
Schaefercom.
Someone comes to my website.
They want to ask me a question.
They can ask my chatbot aquestion and the answer is going
to be from all the content thatI've already written.
So you can imagine this ishelping your customer service
chatbots and your FAQ chatbotsget smarter and just take on
more of that workload before ithas to be transferred to a human
(24:16):
person.
So this is an absoluteno-brainer.
And what is this?
marketing or not?
I mean, it's quasi-marketing,it's customer-facing, although
some of this obviously iscustomer service as well, but
nevertheless, this is anothereasy way in which we can
consider using AI for marketing.
Another very, very traditionalway of using AI and digital
(24:36):
marketing is personalizationbased on purchase history.
This is mainly for e-commercecompanies, but there's been this
technology out for some time.
Companies like Covia, zuvuthere's a bunch of them will
provide this technology so thatwhen you're in your shopping
cart or connected with youremail, it's going to give you
recommendations, not only basedon your purchase in history, but
(24:58):
everybody's purchase in history, as to what other products you
might want to buy.
Here's another use casepaper-click ad management.
There are tons of tools outthere that, using AI, will
automatically manage andoptimize your ad spend for
social media ads, for Google ads, for Amazon ads.
(25:18):
I don't need to mention companynames here.
There's a ton of them out there.
I'll link in the show notes toone of my blog posts about
Facebook ads tools as an exampleof different tools that can
help you manage your paper-clickads.
Dynamic pricing Dynamic pricingusing AI has been around for
some time.
I mean, go to kayakcom, go toany one of these sites, go to
(25:42):
Amazon, you'll see prices changeall the time very dynamically,
and this is being done using AItools.
Obviously, if you're ane-commerce similar to my,
talking about personalizationbased on purchase history, you
can see how AI can be anabsolute powerful asset for your
digital marketing.
Marketing automation Now.
Marketing automation has beenaround for a while, but the use
(26:03):
of AI is going to allow forgreater automated
personalization, lead scoringand nurturing.
I would reach out to your CRMtool of choice, your marketing
automation tool.
Ask them what features theyhave now to take advantage of AI
.
What features are theydeveloping that will take
advantage of AI on their roadmap?
Image recognition is anotherarea.
(26:24):
When I wrote The Age ofInfluence, the final chapter was
all about AI and influencermarketing and using visual AI.
At the time, i was talkingabout a tool called Open
Influence that has thistechnology, where they are
visually trying to understandwhat makes influencers
influential, what makes contentengage worthy, and therefore try
(26:45):
to predict influencer marketingcampaigns with visual AI at the
center.
Talkwalker is a sociallistening tool that has always
had a visual AI component sothat, even when your brand name
isn't mentioned in a socialmedia post, if it is in the
picture, it is going to do itsbest to find it.
So I think we're going to see alot more with that sort of
(27:06):
technology.
And then we have sentimentanalysis right.
Social listening tools aretrying to look at the various
conversations and they're tryingto judge if that conversation
is positive or negative, and AIis going to only allow them to
do that even better.
All right, so I have spent along time and I don't want to be
(27:27):
considered an evangelist.
No tool was paying me money totalk about this but really, as
your digital marketing coach, itis my responsibility, my duty,
to tell it like it is And thisis how I see it.
So it's not a question of ifyou will use AI, but what tools
you will use that support whatAI functionality to help improve
(27:48):
your marketing and grow yourbusiness.
If you have not done a toolsaudit, i always recommend my
clients every 90 days, go outthere, see what's out there, see
what new functionality and whatnew companies are out there.
We're in a period ofunparalleled entrepreneurship
when it comes to AI.
There are tons of new companiesthat are out there and some are
thinking from scratch.
(28:08):
You know I talk about digitalfirst marketing.
They're thinking AI first tool.
So we're going to see a lot ofexciting things in the pipeline.
I'm truly excited for what thefuture holds here And that's why
it's important.
This podcast episode, or ifyou're watching this on YouTube
or LinkedIn or Facebook rightnow, is an example of keeping
yourself educated on what ispossible with AI.
(28:30):
If you're thinking about futureproofing your career, you know
that that's a no brainer.
But also for your own business,it is critical that you keep
educated on the topic.
Keep reading blog posts,attending webinars, have
conversations with yourmarketing technology vendors.
What are they doing about this?
Do searches for new tools thatwill support your AI ambitions.
(28:54):
Pinterest AI tool it exists.
Linkedin AI tool it exists.
Twitter AI tool it exists.
I am doing my best to my blog,neal Schaefercom, to create
lists well, listicle posts ofvarious tools that I have vetted
, i have audited and that Irecommend you look at.
I've already started posting afew of these.
I have a lot more to go, sostay tuned for that and you're
(29:16):
going to find a lot of very,very cool technology And then be
ready to adjust that contentcreation policy as the
technology and your optionsincrease.
Now I'm not going to name names, but there was one tool that I
was using where I thought theoutput and it was a tool for
social media wasn't that good.
And then GPT-4 came around andthey added more functionality.
(29:37):
And then, boom, now I'mrecommending it to my clients.
It's that good And I'm startingto use it as well, and so far
I've seen very positive results.
So things are moving fast.
You need to be nimble in yourthinking about all this as well.
And then, most importantly I'vealready hinted at this you've
got to keep an open mind.
Get out there, haveconversations with your peers
(29:59):
online, at your company, in yourindustry, at conferences, at
local networking events, in yourchamber of commerce.
Ai is something that's trulyimpacting every business, and
I'm not just talking aboutmarketers.
In every function, people aretrying to figure out how AI is
going to impact what they do,what their company does, what
that function does.
(30:20):
So have conversations,understand what everybody has.
I've just tried to give you asnapshot of where I see AI in
digital marketing today, buthopefully this gives you some
ideas.
Hopefully it makes you lessafraid but also more willing to
do more, but, most importantly,realizing that AI for digital
(30:40):
marketing is not just thatcontent creation piece of just
using it to both create content.
That, i believe, honestly, is1% of the value, and that is the
part of AI that I actually donot use and I do not recommend
my clients use as well.
Well, i hope you've enjoyedthis conversation about the role
(31:02):
of AI in digital marketing.
This is your digital marketingcoach, neil Schaefer, signing
off.
Speaker 2 (31:35):
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