Doug Firebaugh is one of theTop Social Media strategists, MLM, Network Marketing Home Business Trainers, Speakers and Authors in the world. A Million people a month read his training letter.He has helped over 10,000 people worldwide earn in excess of 50,000 a year. He wants to help you do the same. You can subscribe to his FR-ee training letter -which includes 3 FR-ee gifts just for subscribing at http://www.passionfire.com – plus FREE ebook:
Social Media Marketing- The 10 Social Media Laws of Facebook
November 20, 2009 by IBI · Leave a Comment
Where have YOU been?
Unless you have lived in a cave the last 4 years, you have probably heard of this. It is a rocking hot social networking site that seems to be almost everywhere today. It is on the news. It is on the radio. It is on the minds of millions of folks a day.
It is called “Facebook” and over 175 million people are active on this site.
Ok- I know that you may be asking,” A LAW about facebook?” Yes, 10 of them for marketing and business success in what you do. I am a marketer and have been for 20 years. I built a training and consulting business that does business in over 20 countries, because of social media and the internet. And there are marketing laws that all marketers and business professionals must follow if they are going to have Success in the marketplace online.
It is the same for Facebook.
Lets cover them briefly:
1) The Law of Visibility on Facebook.
You MUST be visible on facebook of you are going to get your message out. You must spend time on facebook and get to know people. You must put yourself together a “facebook blueprint” and work it. How many hours a week are you going to be seen on FB? How many times are you going to befriend someone this week? How many times are you going to upload photos this week? All of these things put you in the ‘Visibility Zone” on facebook, and on the radar as far as people on facebook. Be SEEN and be THERE on a daily basis.
2) The Law of the Powerful Facebook Profile.
Why would people want to get to know you? One of the first things they check out is your facebook profile. What does it say- but better yet- what does it DO? Does it make people curious and want to get to know you? Does it make them think? Does it make them smile? Does it make them see that you have Value for their life and can help change it?
Powerful facebook profiles are NOT based on what is said in your profile- but what it DOES.
Does it direct them to DO something? Does it tell them you are person they MUST know? Or someone that has a nice picture and a nice profile- with no magnetism? Put yourself OUT THERE and tell the world WHY they need you as a friend, and get them to take action towards YOU.
3) The Law of the Facebook WALL.
You MUST use your Wall to market or message. many folks regard their Wall as a communication utility like email. It is not that. You already have a facebook email. The Wall is for you to BUILD- BRICK BY BRICK- MESSAGE BY MESSAGE- NOTE BY NOTE- VIDEO BY VIDEO- your Brand on Facebook. Every time something happens with you- it goes on your Wall. Don’t stare at the wall- CLIMB THE SUCKER and make your message the PEAK of the page- and keep yourself out there with the Wall. And answer the messages on your Wall. Thank people for sharing with you their visit or message. This will show up on THEIR wall. This will set you apart from most on facebook. The Wall is simply a BILLBOARD of what you are doing and your friends are doing on Facebook. Use it often and wisely.
4) The Law of Your Facebook Network.
You are part of a local facebook network and you have access to that network to befriend them. I live in Birmingham Michigan, and the network i am a part of is the Detroit network. There are 640,926 people in my network that I could potentially MEET LIVE in a local place and get to know them and connect with them. You have local folks as well. Where do you find your network?
Click on “settings” and then click on “network.” You will find it there. This is a GOLD MINE of people in your local area to CONNECT and Construct new trust bridges that may lead to business down the road.
5) The Law of the Facebook Notifications.
This is an overlooked and rarely talked about utility. Notifications are part of your “facebook email system.” Go to “email” at the top of your Facebook profile page, and then click on “notifications.”This is list of who is thinking about you, talking about you, including you in tags, and generally is pointing to you. This is a GOLD MINE of people that have PROVEN they are behind you and willing to make you a part of their Facebook experience. Pay attention to the facebook notifications. Thank them for their thoughts of you on their Wall and let them know you appreciate it. Include them as well on your tags and other activity on facebook. The notifications are GOLD and is a prospecting Vault of Leads. And make sure you stay CONNECTED to them.
6) The Law of Facebook Link Love.
The Link application on Facebook is a HOT commodity. It allows you to post a link that you like and then sends it out on the news feed that is on your home page. It picks up the image that you want on the link page, and allows it to be a LIVE link. Send out other people’s LINK and givem some LOVE. Do NOT just send out your own links. Let others do that. Find interesting links of others and send them out.
WHY? EXPOSURE for you. You will be given credit for the link. People LOVE link love. If you send out a LOT of other people’s links on facebook, they will start sending out YOUR links. Been there done that.
7) The Law of Facebook Groups.
Join groups. Join a LOT of Groups. Start your OWN groups. The join MORE groups. Why? Here are a few reasons: EXPOSURE. CONNECTION to other Group members. AUTHORITY. Start your own and be a Leader. INCREASE YOUR REACH.Groups extend your reach into Facebook. MULTIPLIED PROSPECTS. There are more people in a group — then on a profile page.
Duh. Build a list in your own group and then you can become an admin and email messages to them. Make them messages of VALUE and interest.
The Law of Facebook Events.
Attend events. Attend more Events. And then attend many MORE events. Why? It allows you to leave a message on the events page wall, and create exposure. I attend at least 2 facebook events every week- to learn- and to network. Events can be found on the new Facebook page in the upper right under “Upcoming”-these are the events that are upcoming. There is one unique twist: You have birthdays under the “upcoming” tag- and you can send presents to folks. THIS will get their attention as it shows up on their wall and the news feed as well. Attend as many events as you can. make them worth your while- learn and grow from them. BUT’always leave a RSVP message about attending or not- with an encouraging message. This will show your professionalism, and caring.
Event UP! This will do you well on facebook. Put the term “events” in the search box, and it will find every event that is going on in your network of friends. It is a GOLD MINE of new possibilties of business. Become a master of events!
9) The Law of Facebook Multimedia- Videos and Photos.
People LOVE photos and videos. They are the most looked at and watched pages on facebook. Make some videos and upload them. Upload some photographs. Not only will the be seen on your wall and the facebook news feed, but also will allow you to “tag” others on these. This means that you can pick out people you have befriended and let them know you are thinking of them. And when you tag someone- it shows up on THEIR wall. Not isn’t THAT cool? It is called EXPOSURE!
10) The Law of the Facebook NEWS FEED.
This is the big kahuna of Exposure on facebook. This gets you out to ALL of your friends and creates a massive exposure vehicle that can keep your brand in front and recognized. You also will be many times on the “featured” part of the new news feed on the right. This gives you HUGE exposure. Whatever you do, like change your status, upload a video, write and publish a note, or just comment on another person’s message on the facebook news feed- it SHOWS UP in the news Feed. Be seen- and be seen often if you are trying to brand yourself on facebook.
Yes, you need to establish relationships, and build community. But if you are going to MARKET on facebook-then you need to at least get a guideline of what and how to do it. The 10 Social Media Laws of Facebook hopefully gave you some idea in your social media marketing.
blessings…doug firebaugh
2 Forms Of Social Media Marketing Anyone Can Do
November 20, 2009 by IBI · Leave a Comment
Social media marketing is a very effective way to get your message out about your business because it allows you to interact with your visitor when they visit your website or blog. Some people are afraid of social media marketing because they are unsure how to go about getting involved with it.
There are many different forms of social media marketing including Internet forums, blogging, video, audio, pictures, graphics, podcasts, and on and on we could go. Let me make a couple suggestions to you of how you can get involved very quickly with social media marketing.
1. Internet forums are a fantastic way to market your business on the Internet today. This doesn’t take any particular skill because you do not have to record a video, or tape an audio and try to put it online. You also don’t have to do anything special like upload pictures or download graphics and try to get them online.
Internet forums really only require that you be able to type. As a matter of fact there’s a software called Dragon Naturally which is a speak and write program that allows you to just talk and it types of words for you. This would make it just about as easy as it can be.
The key to forum marketing as a form of social media is that you get involved in forums that relate to the theme of your business. You then take the time to get involved in the discussions going on within the forums.
You contribute worthwhile information without expecting anything in return. And you do it on a consistent enough basis that people began to know who you are.
The marketing side of this comes in when you create your profile and your signature file. This is where you can tell little bit about yourself and your business and you will passively drive traffic to your website and blog from this.
2. If you do not have a blog of your own it is something you should look at doing. For example, you can go to blogger.com and set up a blog in three easy steps. Then again, all you have to do is type your thoughts about a specific topic and you are blogging.
Granted, there is more to this in terms of getting traffic to your blog, and these are things you will learn how to do. But making a blog post is something anybody striving to be an Internet marketer can do and is a great form of social media marketing.
Want to make money online now?Sign up for our FREE Internet Business Training Program and start receiving all the home business training, resources, tools and advice you need to become a successful work at home professional!
Copyright: David Ogden
Building Your Product Through Social Media Marketing
November 20, 2009 by IBI · Leave a Comment
Users of social media applications are increasing everyday. These applications are also getting more popular as newer features are added. Being available all over the world make them perfect for advertisements that require low budget. With millions of registered and active users there is a great chance of gathering more clients and visitors to increase your revenue.
However, before any company or individual can take the most out of social media marketing, there should be a strategy implemented when doing the promotion. Let us consider some of it through this article.
Your participation will count most. This is where other members get to know you and the service or product that you are promoting. Leaving relevant comments and recommendations will give you authority to your field.
These techniques will definitely help you in presenting your product by taking advantage of social media marketing. There is no need to spend hundreds or thousands of dollars in marketing your product. Just a simple imagination mixed with creativity will result to good a social media strategy.
LinkBuildingService.info is a leading Social Media Marketing agency. This Social Media Marketing company having a team of 21 professionals, provides social media marketing, link building and article syndication services to over 55 clients globally.
Home Business Internet Marketing – Use Social Media To Get Traffic
November 19, 2009 by IBI · Leave a Comment
In your home business internet marketing efforts, there are many different methods that you can use for marketing your business. One of the methods that are becoming more popular every day is to use social media sites to drive traffic to your business. There are many different sites available that you can use but the one that you choose will depend on your marketing needs. So, you need to find a social media community that you can start getting involved in to build traffic and contacts for your business.
When looking for a social media community for marketing you want to take time to do your research about the different ones available. Some of the more popular social media sites as YouTube, MySpace and many others. You need to learn about the different sites that are available so that you can use the one that will help you the most with your home business internet marketing.
Now, when you find the social media community that you are going to use, you have to take time to learn how to use it effectively. You don’t want to just go in and start using it right away without knowing anything about it because if you do this then you won’t be using it as effectively as you could be.
So, take the time to find information about the social media sites and learn all you can. There are eBooks, reports, articles and many other ways to learn all you need to know about the different communities that you are going to be using. Don’t rush through the learning process because you have to know as much as you can if you are going to be successful with this type of home business internet marketing.
You have to learn how you can use a social media community to drive traffic to your business; how to build business relationships that will help you make money, plus how to build new friendships, which can also help you make money. These are all very important things to learn and if you don’t take the time to learn them then you will be wasting a lot of time trying to learn it without help that you could be using to effectively use the site for building your business.
So, remember that you need to learn all you can about the different social media sites before you use them. Use one social media community at a time and learn how to use it effectively to get traffic to your business before you add another one. This way you will be using it to your advantage.
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Sign up for our FREE Internet Business Training Program and learn more about Home Business Internet Marketing to help you become a successful work at home professional!
David Ogden is an established online marketer who specializes in practical website resources and advice.
Social Media Marketing For Beginners
November 19, 2009 by IBI · Leave a Comment
In the recent past years Social Media Marketing and Social Media have dominated and defined Internet marketing. The popularity of social sites like MySpace and social bookmarking sites like Digg has caused this push. Social media has two main components, user generated content and the networking capability allowing you to form groups of friends and others that you can share content with.
Sites like MySpace, Zubby, and Facebook allow users to create profiles using text, videos and pictures to design their pages. These can then be shared with a selected group of other people in a special “friends” network and if the user wishes these pages can be shared over the whole social network.
Sites like Digg, Flickr, Associated Content and YouTube allow users to submit links to their favorite news articles online, pictures, articles, and videos then vote on the content that others have submitted. The most popular content is displayed on the front page of the site and the other pages are available to the general public to browse through. These drive traffic to the site and to the pages that are bookmarked.
There are many different ways to use these types of sites, either together or alone.
The use of these types of sites to promote your products and services is what is known as social media marketing. The types of traffic you get once your content is discovered and becomes well known in social media are primary traffic and secondary traffic.
Primary traffic is the direct traffic from the site that you used to make your site popular. If you are using a site that has fairly heavy traffic like Digg to promote your site you could get a large amount of traffic in a short amount of time so you need to make sure your site can handle the traffic, otherwise it may crash.
Once a site becomes popular on a social media site it gets talked about. When people talk about these sites they post links to the site which draws more traffic to the content. This indirect traffic is the secondary traffic. It is the secondary traffic that continues to flow to your site after the initial surge of direct traffic slows.
The benefits of primary and secondary traffic coming from social media sites include exposure to your site initially. Once your site is known by the general public then organic traffic will begin and repeat visitors start to show up, as long as you have something to entice them to come back.
Natural links to your site are beneficial because they are given by people or companies who have nothing to gain from your business venture. These are generally from relevant sites increasing the likelihood that visitors are going to be genuinely interested in your products and services. These links improve your search engine rankings and improve organic traffic.
Social media marketing allows your site to get exposure in a larger site and to a larger group of people. If your traffic levels off you can use social media marketing to jump start your traffic and work on taking your search engine traffic to the next level.
The alternative for increasing your search engine traffic is using pay per click advertisement. Using pay per click campaigns can help you to sustain increased traffic from the search engines but this traffic comes with a price tag.
Using social media marketing is free and can increase your traffic and your ratings in the search engines. Getting your site notices a couple times a year in the social media arena can make your site popular enough to bring in traffic throughout the year.
Kevin Sinclair is the publisher and editor of Be Successful News, a site that provides information and articles on how to succeed in your own home or small business.
Social Media Marketing – Using Facebook to Market Your Business
November 19, 2009 by IBI · Leave a Comment
If you are considering social media marketing for your business, remember to emphasize the “social” more so than the “marketing.”
Why? Because social media users seek genuine communication, not marketing spin. Nowhere is that more apparent than on social networking sites like Facebook. To make the most out of your efforts to market with social media, you’d do well to get some advice from a marketing firm or, at the very least, read a few tips on how to use these sites.Using Facebook and Other Social Networking Sites for Marketing
According to O’Reilly Media, Facebook demographics have shifted. Once thought of as an online hangout for high school kids and university students, it is now increasingly the networking site of choice for older groups.
In January, 2009, O’Reilly released its 2009 Facebook Demographics and Statistics report. The fastest growing demographic on Facebook is users aged 35 to 54. The growth in this demographic is off the charts – 276% in the last 6 months of 2008.
Users aged 55 and over are also discovering Facebook. This demographic jumped by 194% in the same time period. The younger crowd is still there though. The number of 25 to 34-year-olds using Facebook doubles about every six months.
Clearly, there are abundant marketing opportunities here. But you need to know how to approach your audience right.Social Media Marketing is All About the Soft Sell
To start marketing on Facebook, create page for your business. Once you have established this page, you can build a list of fans. Fans can follow your business and receive updates whenever you add something to your page. The key is to add information of value so people don’t feel they’re being given a hard sell.
Use notes to tell people about upcoming trade shows or conferences you will be attending. Use the mini-feed to keep people connected to your blog. You can talk about new and exciting things in your company, without sounding like you’re selling.
Keep it interesting with photos and video clips. Not only will you promote your company, you will give your business real personality, and allow visitors to see the people behind the company name.
Create a group if you really want to personalize your contact with users. People join groups with specific interests, and moderating a group can help you reach a specific audience. Keep in mind that the group is an entity unto itself, and not a page about your business so it needs to be handled accordingly. Messages sent to the group are delivered directly to member’s Inboxes, so ensure that what you are sharing is of real value to people.Keeping Up with Social Media Marketing
Herein lies the real challenge with social media marketing – upkeep. You cannot let your page get stale. But between writing blog posts, moderating a group, managing RSS feeds and just keeping up with the communication you generate, social media marketing can be very labour-intensive.
If you need help planning or managing your social media marketing strategy, a training course or online marketing consultant can help.
And remember, you only have one chance to make a good first impression. If you don’t handle your social media marketing right from the beginning, you could end up doing more harm than good. Take the time to learn how to do it right, so you can reap the benefits for a long time to come.
For more information on Social Media Marketing or SEO training visit wolf21
Using Social Media Responsibly
November 19, 2009 by IBI · Leave a Comment
Social media websites remain an interesting mechanism for mining marketing potential if for no other reasons than social media is so, well, social.
I came across an ezine recently that encouraged visitors to visit a celebrity social media site for an interview that was particularly compelling. Prior to posting the ezine the owner also posted several appropriate comments in both the blog and guest book. They were also listed as one of the celebrity’s friends. This may be considered groundwork for social media marketing potential.
One click on their photo and the visitor who came to find out more about the celebrity can find out more informal information about the business and the owner that originally sent them to the social media site.
This savvy business owner comes away from this gentle nudge to a celebrity social media site inextricably linked to the celebrity because of a few simple posts. Some visitors will likely view the site owner in a different light (for better or worse).
The combination of uses for social media sites is astounding. If there were no marketing potential in social media why do you find so many record labels, book companies, recording artists, authors and comedians with their own unique social media site? Many of these sites will also include video streaming to further interest the site visitors.
It is a unique twist to discover a link based on little more than inference (i.e. this celebrity is my friend) and the marketing potential such inference suggests.
Social media sites can become a bit like online play areas, but they can also be presented in an attractive way that is informal enough to be inviting without being so formal as to be detract from the playful nature that is suggested by the term ’social media’.
If you can develop a popular social media site you will be pleased to see how many links visitors access and how often your blogs are replied to. There also remains a very real potential for friend requests (additional links back to your social media page – then to your primary website).
It may be advisable to at least do a cursory check on any and all that submit a friend request. You don’t have to know everyone who is on your friends list, but there are some good reasons to do a bit of investigating. Some who ask to be your friend may be a business that is in direct competition with you or it could be individuals who have an agenda that may only become evident through guest book posts.
If you ever become uncomfortable with someone you have welcomed as a friend you need to know that most social media sites allow you to remove a person from your friends list and even ban them from posting on your social media page. This may be important to know if you ever see material that is offensive or derogatory.
Social media can be an important marketing tool. Make sure to monitor your social media site and proceed responsibly.
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Internet Marketing Using the Social Media Strategy
November 18, 2009 by IBI · Leave a Comment
Social media implies that you facilitate a two-way discussion, rather than a one-way bombardment of marketing messages. In short, this means that you stay engaged and in a discussion with visitors.
Social Media sites come and go like the wind. It seems like every 5 seconds some entrepreneur is just around the corner with another Digg or del.icio.us knockoff.
Hoping that whatever maneuver they can bring to the table will make them this week’s hot topic or at least clever enough to catch the eye of whomever might have some money and want to absorb some wicked bit of code or an entire social media community.
Social media (or new media) involves a LOT of things, a lot of tech, and could need a lot of resources (not necessarily money). When you say you do social media, and you want to launch a network of some sort, does that mean the entire process is done in-house?
Social media marketing can bring traffic and links to any website. Too often, marketers overlook the value of social media and tend to stick with traditional methods, while the younger generation of webpreneurs has employed social sites as an every-day strategy.
Social media is gowing at a such a rate that domains, websites and blogsites will increase in value due to the increased demand for webspace. The social aspect is driving the net into new territory and expands exponentially because of its viral nature.
Social media – as understood in a Web 2.0 context and has enabled us to play more effectively than was practical previously, on a global field.
Social Media has released us, freed us: and we won’t go back. Social media has been a great resource for both ideas and traffic for my blog. If you work and get noticed in social media and it gets passed around that’s a great way to promote your work.
Social media seek’s (in theory and in word, at least) a different kind of influence: peer review and approval. The medium and the form of discourse that it supports are wide open.
Social Media is a Branding Exercise – while social media sites can send you a lot of traffic very very quickly they can also be excellent places to do branding. Every time a reader or potential reader comes across you on a social media site the more you reinforce your brand.
Social media marketing is actually becoming necessary but it has to be done right. It is about the weight of numbers and it will bring some honesty, ethics and accountability back to doing business.
Social Media is conversational media in all its interactive forms including text, video and spoken words – whether face to face, over the Internet, over the airwaves or via mobile technologies such as iPods and cell phones.
A Social Media Club is intended to be a place where amateurs and professionals can come together to learn from one another, to understand each other and to work together on the things that make meaning in their lives – their personal passions, their professional endeavours and their noble pursuits.
Social Media, doesn’t even really exist as a subset of media. Everything is social now, we just expect it. Social media companies will race to provide metrics that show impressive results, but that’s not necessarily a good thing, especially given the ways measurement may shape investment and in turn shape the evolution of social mediums.
Social media campaign’s go far beyond the traditional agency model of media planning and buying. So do advertisers they actually get into the game and get their campaign’s out there.
Social media is changing the way online businesses advertise because control of the message is shifting to the consumer.
Social Media Optimization (SMO) is a new term that was recently coined by Rohit Bhargava and has since been taking on life of its own. SMO tactics can drive huge amounts of people to a website and can also determine whether a startup, website or idea will make it or not.
Social media will be the optimal place to market especially with a recession. Social networks are a rich source of HIGHLY niche audiences and therefore are highly target-able.
William Potts is a Internet Affiliate and Niche Marketer and the author of Affiliate Performance Secrets. For Affiliate Strategies, Tips and Marketing resources check out:
http://www.affiliateperformancesecrets.com
http://www.william-potts.com
What People Aren’t Saying About Social Media
November 11, 2009 by IBI · Leave a Comment
Jennifer Horowitz is the Director of Marketing for EcomBuffet.com. Over the past 10 years Jennifer’s expertise in marketing and Search Engine Optimization (SEO) has helped clients increase revenue. Jennifer has written a downloadable book on SEO and has been published in many SEO and marketing publications. Jennifer is the editor of the popular Spotlight on Success: SEO and Marketing newsletter. Follow Jennifer and stay current on SEO, marketing, social media and more. http://twitter.com/EcomBuffet
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6 Reasons To Avoid The Social Media News Release Part I
November 20, 2009 by IBI · Leave a Comment
The Social Media News Release is a template available for the sole purpose of incorporating social media and multimedia into press releases. And while it may sound like an absolutely ingenious idea, it probably is not the best use of time and money for your business. Here are 6 reasons why using a SMNR may be one of the biggest mistakes you are making.
1. People Do not Read Them. Let s face it, this is not the best way to get your information out to the general public. The number of people who actually view releases on news release websites is quite small. There are better ways to reach your potential customers that are not nearly as expensive or time-consuming.
2. They are Expensive. The optimal use of an SMNR is to send a Social Media News Release with Multimedia, and It is expensive. Even a limited distribution will cost you hundreds of dollars at minimum. Compare this to the cost of writing a blog, which will also allow you to include images and video. The blog is far cheaper and gives you a much higher return on your investment.
3. There is No Critical Mass. One of the most important aspects of marketing with social media is that you can gather a huge number of like-minded or like-interested people in the same place. If you use an SMNR to send your information out to 500 websites, you may only get one or two comments on each website. If that is the case then your interested parties are not talking to each other, which defeats the purpose of social media marketing. Not to mention the time and tedium involved in responding to comments on each of the 500 websites to which your release was sent. Consider instead how you might get those 500 commenters to have a conversation with each other.
4. They Do not Help Your SEO. The whole point of news releases in general is to get inbound links to your site. And while SMNRs contain links, those links are not optimized and generally link to resources other than your website. Use the online Press Release Grader to see how your SMNR release stands up. You will most likely find that you have too many links, and that diminishes the effectiveness of your release greatly.
5. They Do not Help You Reach Your Goals. The whole point of marketing your business is to get people to come to your website and get them to buy your products. So why would you spend money to put your information on another website? We have already noted that SMNRs generally do not result in optimal links to your site, so there is really no sense in using them for that purpose.
6. They Do not Allow You to Use Your Own Mutlimedia Accounts. Did you know that if you want to include a video in your SMNR then you have to upload that video to the news release service s YouTube account? That is right! Never mind that you have already uploaded the video to your own account; now you have to upload it to theirs as well. This means that your video is sitting in an account with thousands of other videos that are not at all related to your product or service. So if a potential customer actually finds your videos and wants to see more from your business, he has to search a lot harder than if all of your videos were lumped together in your account. Another problem is similar to the one we mentioned in #3. The comments left on the new release service s account are separate from the ones left on your account, so your commenters do not have the opportunity to interact with one another. And you have to visit your video in both places to respond to all of the comments.
You are much better off simply creating your own release, without images or video, and sending it over the wire, specially if you do not have the know-how to optimize them. Save the really cool release for your own website where you have control over what happens to it. You will save time and money, and the results will be greatly beneficial.
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