Five very quick tips to building a loyal ecommerce customer base

lookalike audiences on facebook

A few weeks ago, we discussed how ecommerce and retail companies can best acquire new customers via Facebook Lookalike targeting. So now that you’re building your customer base, let’s study how best to keep that very valuable base engaged.

Remember, your existing customers are a constant stream of revenue. We know they already like your products; now we want to make sure we continue to showcase new products and sales and in general stay top of mind with them.

This creates loyal customers and tons of repeat revenue – without that first layer of acquisition costs.

The balance can be tricky, though; how do you re-engage your customers without bombarding them with the same ads and messaging? How do you give them space but also encourage them to return to your site?

There are a few main things to keep in mind when setting up your re-engagement efforts:

Choose your platforms

Given we know who our customers are, I recommend using Facebook custom audiences (on both Facebook and Instagram) and Google’s customer match targeting options (Gmail Sponsored Promotions and RLSA are those I would most highly recommend).

Use data to determine your re-engagement intervals

To calculate how often you should show your ads to customers, determine when they tend to come back to your site after purchasing. Do you typically see purchases made 15 days after the first purchase? 30 days later? Longer? This is when you should begin re-engaging with your customers.

Focus on creative

We want to make sure we are providing the user with a good reason to come back to our site. You’ll want to showcase your products and ensure you are not showing the same ad over and over again. Refresh creative consistently to show new product as well as top sellers.

Use sales and promotions

Always hit your customers when you have a sale going on. This is typically the most successful of re-engagement efforts. Loyalty rewards programs are great for this, too; since you’re not spending to acquire these customers, you should have a bit of margin to play with for loyalty-based discounts and incentives.

Get smart with your first-party data

This part is important: we don’t want to just hit our entire customer base and treat them as equal. We need to segment our customer list by identifiable characteristics.

For example – AOVs (do they purchase more expensive products or cheaper products?), Gender, Product categories or type, etc. By segmenting out our audience type, we can better tailor our creative and the product we show to our customers to better suit their needs/interest.

Smart segmentation allows us to truly speak to our customers with relevant and tailored messaging, products, and overall user experience, which helps with both CTRs and CVRs.

For example, let’s say you are an ecommerce shop with a variety of different products – from expensive handbags to shoes to clothing. By segmenting out users who purchase expensive handbags, you can then re-engage them with creative around ‘the newest/trendiest‘ handbag – or your annual handbag sale.

There are other benefits associated with your customer base, of course – notably mining characteristics of that base to create lookalike targeting in the pursuit of new customers. But I’ve seen all too many brands pay too little attention to the five steps outlined above.

Don’t leave all that juicy revenue out there; get smart about re-engaging and watch your numbers climb.


Why understanding frequency is key to success with Facebook advertising

facebook frequency

How do you ensure that your Facebook ad campaign is working as hard as it possibly can?

For Facebook advertisers, it can be easy to get stuck into the multitude of statistics and metrics that your campaigns generate.

For those that are analytically minded, Facebook marketing can feel like being a kid in a candy shop, but can be equally daunting to the uninitiated.

Reach, the number of unique individuals have seen your post, gives you an indication of just how far your ad has been seen, but it doesn’t really give you much of an indication of how effective it is.

It’s a similar story for impressions, which tells you how many times your ad has been served. The key metric is the latter divided by the former – frequency.

Frequency is a measure of how many times a user has been exposed to your post, and acts as an indication of how effective your targeting is. If your frequency is low, you are arguably targeting too wide an audience, investing too little to reach your target audience, or a combination of the two.

There are different ways of viewing frequency, and Facebook divides your campaigns into three levels; you can view the frequency for each ad, each group of ads (an ad-set) or each campaign (a collection of ad-sets).

Ad level frequency

Ad level frequency is the simplest level of frequency analysis. In the example below, each dot refers to a unique user, with the encompassing circle representing one ad.

As users who have already seen the ad are served it again, the impressions increase. However, because the number of users hasn’t increased, so does the frequency (because a greater number of impressions are served to a static number of users).

In this example, we have 19 unique users (represented as individual dots), with an ad that has been served a total of 27 times (once to 13 people, twice to four people and three times to two users). This generates a frequency of 1.42.

Ad-set level frequency

Ad-sets are designed to group ads together, making it easier for advertisers to organise and manage multiple campaigns, and manage their collective spend and targeting. This allows the targeting for many ads to be changed quickly and efficiently.

That might be great for campaign management, but it’s not so brilliant for frequency management. Ad-sets track all of the users who have visited all ads and if an individual is served several ads from an ad-set, that will still only count as one unique user.

One user that sees five ads would be considered as “one unit” of reach, five units of impressions and so that individual’s frequency would be classed as ‘five‘.

facebook ad set frequency

In this instance everything within the larger oval is the ad-set.

  • The green Ad still retains its 19 unique visitors, 27 impressions, and Frequency of 42
  • The red Ad has 20 unique visitors, 22 impressions (as 2 individuals see the ad twice), giving a Frequency of 1
  • 12 of the users however, have seen both Ads, with 1 user seeing both Ads twice
    • The total unique users is 27 (not 39, which would be a combination of both ads)
    • The total ad-set impressions is 49 (which is the combination of both ads)
    • This pushes the frequency of the ad set up to 81, despite the green ad having a frequency of 1.42, and the red ad having a frequency of 1.1.

Confused yet?

As both ads in this ad-set are served with the same targeting, they’re just as likely to be served either ad. Adding new ads within ad-sets would only compound the problem, so you should look at limiting ad volume within ad sets wherever feasible.

Campaign level frequency

A cursory look at the next level of frequency reporting potentially complicates matters further. In campaign level frequency analysis, we have a situation where a campaign may include several ad-sets, each with their own targeting.

That’s not really an issue when each ad-set includes mutually exclusive targeting, typically when negation is applied, but as we can see from the example below, many targeting approaches will overlap. After all, your audiences may have many interests.

A user may be a fan of a specific confectionary brand page already, or they may not – they can’t be both. However, complications arise when the targeting may seem mutually exclusive at first glance, but in actuality it isn’t. A fan of chocolate may also be a fan of candy, which means that they are likely to see ads from both ad sets.

campaign level frequency

In the above example, ad-set one (to the left) has two ads, as does ad-set two (to the right). Ads one and two, in ad-set one, have 31 unique users between them. As some individuals have seen each ad several times, their impressions is at 71, giving that ad-set a frequency of 2.09.

Ad-set two (to the right) has 35 unique users, and 82 total impressions, giving that ad-set a frequency of 2.34.

However, some of those users will feature in both ad sets, so the campaign as a whole has 54 unique users, and 153 impressions. That’s a frequency of 2.8, which is a step up from both ad-sets.

So how does this work in practice?

Let’s take an example of the sweet company wanting to promote their latest line of confectionary products.

Of the two products that they want to promote, one includes gelatine based products, and the other contains chocolate products, the brand therefore creates a campaign with two distinct ad-sets: one aimed at gelatine lovers, and one at chocolate lovers.

One of our target audiences, Tom loves gelatine, whilst another member of audience, Dick, loves chocolate. However, poor Harry loves Turkish Delight. Unlike Tom and Dick, he gets targeted by both the gelatine product ads and the chocolate product ads. While Harry is technically well served by the targeting, he gets an ad about milk chocolate, then an ad about jelly beans, rather than just one type of confection.

That may not sound like a huge problem, but it doesn’t give you a true indication of your Facebook ad strategy.

So what level should you listen to?

Campaign level frequency will provide you with the truest picture, but that alone won’t tell you the full story behind your campaigns.

campaign frequency on facebook

Check your campaign. If it’s got a low frequency, then no problem. If it’s starting to creep up, then look at the ad-set level. If the ad-set levels are fine, then the first thing to look at would be to see if and where your targeting is duplicated.

If one or more of your ad-sets are high in frequency, then look at your ads. See if you have too many, turn them off, review how broad or narrow your targeting is, and look to either expand, or turn the ad-set off completely.

Why is high frequency an issue?

With the average internet user exposed to 1,707 banners each month (Comscore), campaigns can be serving your ads to people who just aren’t paying attention to them. They come up in their feeds, but they don’t get seen or actioned upon, leading to what is sometimes known as “banner blindness”.

Banner blindness (individuals learning to sub-consciously recognise, and then ignore your Ads), and campaign fatigue (signs of the campaign being less effective as time goes on) can be disastrous for your ads campaigns. It leads to soaring costs and diminished returns, but this isn’t the worst case scenario for a campaign.

If users receive several iterations of an ad over and over again it can start to feel like spam, and breeds negative sentiment towards the brand. Even worse, given that the ads are being displayed on a social platform, it’s easier for users to vent their frustrations as comments that remain visible to all future audiences.

So just what should your frequency be?

There’s a fine line, and much debate, on whether or not individuals will get annoyed, or whether they’ll see an ad enough times to be finally convinced to click.

The size and type of targeting that you’re doing will ultimately determine what the optimum frequency should be.

Smaller campaigns, focusing on a smaller number of individuals, will naturally reach a higher frequency, but if the ads are more accurately targeted, a higher frequency might be less of an issue.

If you focus on an audience that loves bear shaped gelatine products in London only, but the ads are tailored to the London Gelatine Bear Emporium just around the corner from where the audience lived, they may take more kindly to seeing the ads more often.

While it’s less likely to reach a higher frequency as quickly, broader targeting may start to annoy users who see the ads multiple times.

Users may become much more sensitive to how often they’re seeing the ads, given the drop in relevance with the targeting. Non-specific ad copy is for anyone, and being told about sweets 11 or 12 times when you’ve seen the message, taken it on board, and decided to do something about it (even if that decision is to ignore it) the message serves only to frustrate an audience.

As a rule of thumb, a frequency between five and ten for an entire campaign is still acceptable, but you have to review this at a campaign level to ensure it encompasses every individual that sees every ad, and not just focussing on either ad set one, or ad set two.

Splitting the report up will count a unique user every time they’re served an ad, giving false duplicates. Only viewing at campaign level with no other splits (demographic/day by day/device etc.) will show the true story.

So how do you avoid ad frequency mayhem?

Having established that there is no defined “right or wrong” answer to the frequency conundrum, how do we go about ensuring that we can at least control our ad campaigns? There are some key stages to go through:

Do your targeting homework

Understand your audience and use some of the extensive tools that are available to you in order to find them. The more you know about your audience, the better your targeting can be.

Plan your targeting coexistence

Could there be any cross-over between your ad-sets? If so, try to separate one group from the other to minimise the risk of duplication.

Choose your budget wisely

If an audience is particularly niche, track the reach, and campaign duration. If you plan to reach 100 people a day, are expecting £1 cost-per-click and the campaign lasts seven days, then £700 for the campaign will need every single user to click on the ad (or for some users to double click). Calculate your possible CTR and if it’s unrealistic, plan ahead by reducing spend or widening your targeting pool.

Manage campaigns, ad sets, and ads properly

Don’t setup several campaigns to target specific groups of people that will likely contain similar users. For example a group that likes chocolate, and a group that likes Mars Bars – one of these groups will largely encompass the other. Frequency won’t show up at an ad-set level report as Facebook will tally each individually, and your folly will only appear under the campaign level reporting.

Know how to report on frequency

Look at the big picture. Don’t review frequency on a day by day basis, ad by ad, or even ad-set by ad-set (each splits up your unique users). Look at the whole campaign.

Limit ad volume

A large volume of ads pushes Facebook to serve as many of them as possible to the same audience, increasing the likelihood of frequency jumping high.

While you may be tempted to include many ads to A/B test your creatives, don’t do this to an excessive level. A couple of ads per ad-set should be your limit. Trust your creative!

Review your ad relevance score

If some of your ads have a low score, it’s likely not resonating with the audience, so remove it. This removes the ad from collecting additional reach.

Will Conboy is head of marketing communications at Stickyeyes and a contributor to SEW. This article was co-written with Jonathan Hemingway.


Google AdWords: the dos and don’ts of callout extensions

acme example

Callout extensions are a really important component of Google AdWords, and they can be incredibly useful in describing what your business has to offer that may not be clear by your links and description alone.

Take the example below from Google:

“Acme Electronics” uses AdWords and is able to list their website in the first line, general business description in the second line, and then the third line offers three “call-out” phrases where they can let users know about special services they offer which set them apart from the competition.

It is a non-clickable addition to your listing, similar to rich snippets. In this case they have chosen three callout extensions:

  • Free Shipping
  • 24-7 Customer Service
  • Price Matching

It is clear that in order for callout extensions to be useful, you want to pick things that are not only relevant to what your company offers, but also things that are going to stand out and set your company apart from the rest.

So what are the best practices? How can you take this opportunity and make it work for your business? Read below to get a feel for how to be most successful:

Getting started with callout extensions

Not only are callout extensions included in your AdWords advertisement options, but if you aren’t using them, you are still paying for this space that just simply isn’t being used.

To get started you will want to sign in and open your AdWords account. Look at your campaigns tab and then click on “Ad Extensions” to the campaign where you want to make this addition.

Then you will want to view your “callout extensions” from the dropdown menu. Callout Extensions can be implemented at account, campaign, or ad group level. See the screenshot below as an example:

callout extensions

Once you have filled out 2+ callout extensions (although 3-4 is recommended), the page will look something like this:

number of callout extensions

As you can see in this example above, four different callouts are being used by the AdWords account above:

  • Customized quotes
  • Nationally recognized
  • Unsurpassed quality
  • Creative edge

Anywhere from two to four of these four callout extensions will appear at the bottom of the ad, just like the Acme example above.

Remember that callout extensions may not always show on your ads either – AdWords use several factors to determine how many callouts will actually show at any given time (if any at all).

Unfortunately these factors are unknown, but that being said, the basics are easy with callout extensions and it takes practically no time to get them set up.

The hard part is getting creative and figuring out exactly what it is that you need to do to develop the correct callout extensions for your business specifically. Keep in mind that callout extensions are nothing new, but some of the dos and don’ts have changed, so learn the latest best practices below.

Do: highlight services you offer

Do you offer free shipping? 24/7 customer service? Price matching? These kinds of services that are exactly what you want to highlight in callout extensions.

People love to know that when they choose a business, they are going to be getting some benefit with you that they won’t get from someone else. When it is right in the ad itself, people are more likely to click and move forward with your company.

Do: create multiple callout extensions

One thing that really helps for optimizing callout extensions is to create four or more extensions for each campaign. The more that AdWords has to work with, the more optimized your ads are going to be. You shouldn’t have less than 4 callout extensions on any campaign, and the more the better!

Do: be unique and creative

Originality and uniqueness are the basics for developing callout extensions because they are going to draw attention that other companies in your industry do not have on their campaigns.

One of the most challenging parts is actually thinking of two-word phrases that will capture attention. There are a ton of callout extension “lists” online that can help to get you started, but you really want to choose something that is original and eye-grabbing.

In the AdWords account above for an advertisement photographer, the phrase “nationally recognized” is effective because it sets their studio apart from other photographers with credibility. Try to think of things that other businesses may not necessarily have when stacked up against you.

You can also implement custom callout extension scheduling so you can have certain extensions only run in the morning, during holidays, or whatever is going to optimize your specific campaigns.

Don’t: go overboard on characters

The limit for characters on callout extensions is 25, but I would recommend only using 12-15 characters for each callout extension that you add. You want them to be readable and really eye-catching. When you go overboard on this you limit the chances that 3 extensions are actually going to fit nicely side by side.

Don’t: use title casing

Title casing means that you capitalize: All of The Letters in the Sentence or Phrase. While this might be tempting to do, studies have shown that it is actually more effective to only capitalize the first word of the phrase in Google AdWords callout extensions.

This is because it is easier for people to read three side-by-side, and it puts more emphasis on each individual phrase. Although this might feel a little awkward, it is definitely best practice in this case.

Some examples!

Below are a list of callout extensions that could be useful. Keep in mind that you must offer these services and have them be relevant to your industry in order to actually use them as callout extensions:

  • History of results
  • 40yrs combined experience
  • No service fees
  • Money back guarantee
  • Free Cancellation
  • 24/7 customer service
  • Best price guarantee
  • Peace of mind guarantee
  • Best rate guarantee
  • Top customer service reps
  • Expert friendly service
  • Guaranteed satisfaction
  • 10% Off clearance items
  • Customization leader
  • Free shipping
  • Satisfaction guaranteed
  • Shop best sellers
  • Top designer collections
  • Price matching
  • Upfront pricing
  • Trusted for 50 years
  • Fast response
  • Affordable pricing

The takeaway

Callout extensions are a great opportunity to add more to your existing ad. In fact, you can even hack the system and use them as an additional line on your ad if you want to.

The important thing is to make sure that you are using callouts to the fullest and taking every opportunity you can to make them unique, useful, and stand-out compared to other competitors in your industry.

Make sure that you highlight the services you offer that make choosing your company the best deal. Most importantly, make sure that you implement multiple callout extensions (more than 4), so that AdWords can optimize your ads in the most useful ways.

And lastly, keep the character limit low and don’t use title case. Hopefully these dos and don’ts will get you on track and help your callout extensions to be more optimized than they are currently!

Do you have any other thoughts on callout extension advice? Let us know in the comments section below! We would love to hear from you.

Amanda DiSilvestro is a writer for HigherVisibility, a full service SEO agency, and a contributor to SEW. You can connect with Amanda on Twitter and LinkedIn.


Viaprinto entblättert – Design soll sich entfalten

Sehen, fühlen, überrascht sein – Flyer in allen Formen fordern unsere Sinne. Der Inhalt will stilvoll verbreitet werden. Dabei ist es eine Gratwanderung: die Botschaft – klar und deutlich, der Flyer – anders, als die anderen. Einer Show ähnlich, möchte der Leser unterhalten und neugierig gemacht werden. Aufklappen, umblättern, umdrehen – Hand und Hirn ein Team sein lassen.

Die Online-Druckerei Viaprinto formt dir das Papier wie es zu deiner Message passt. Komm vorbei und probier es aus, entfalte deine Ideen. Lass sie in die Welt fliegen – und landen, deine Design-Falter.

Sei ungewöhnlich!

Wickel uns ein – Blatt für Blatt!

Gib Einblicke frei!

Sorge für Spannung!

Klapp auf, was du hast!

Nimm dir den Platz!

Viaprinto will, dass deine Flyer fliegen lernen und hilft dir beim Druck deiner Ideen mit kostenfreien Vorlagen-Downloads und weiteren Infos im Flyer-Portfolio..thumbs{display:none;}h3{border-bottom:none;padding-bottom:0;margin-bottom:-7px;}


10 Free On-Demand Webinars Every Marketer Should Check Out

Everything in the digital marketing world seems to move at light speed. And like most things in life, just when you think you have it all figured out, everything changes.

As a result, we marketers need to stay sharp, flexible and inspired. We need to make a concerted effort to stay on top of industry news and trends in order to grow our brands and keep pace with the competition. We need to be lifelong learnersand on-demand webinars can be incredible tools to help us do all this and more.

Not only do on-demand webinars help you learn new things and refine your skill set, but because they’re archived events you can listen and learn at your own pace and on your own schedule.

But with literally thousands of on-demand webinars out there, where do you start?

My best advice would be to target your most immediate learning needs and move on from there. From SEO and content to email and social media, below is a compilation of 10 free on-demand webinars that could be a great starting point.

Content Marketing

#1 – How to Be the Best Answer in Marketing: What We Learned from Analyzing 600K Posts


TopRank Marketing CEO Lee Odden joins BuzzSumo’s Steve Rayson for a webinar to discuss what it takes to be the best answer for your audience—whenever and wherever they’re searching.

You’ll learn:

  • The benefits of answer posts
  • How to identify customer questions
  • What it takes to be the best answer
  • The best answer formats
  • 10 elements of a good answer post

Watch the webinar on YouTube.

#2 – Republishing: How to Earn Greater Value from the Content You Create


You’re publishing great content. But are you getting all the value you can out of that content? In this hyper-tactical Mozinar, Moz founder Rand Fishkin “will show marketers which channels and processes may be useful depending on the types of content they create and are re-purposing.”

Get more details or register to watch.

Influencer Marketing

#3 – Secrets of B2B Content Marketing Success with Influencers

Uberflip and TopRank Marketing

Influencer marketing is a hot topic in the marketing world these days. TopRank Marketing’s Lee Odden joins Uberflip’s Hana Abaza for this webinar dedicated to helping B2B marketers create better better content that gets shared more often, reaches more prospects and grows their influencer network.

You’ll learn:

  • How to identify, qualify and recruit the right influencers
  • How to use the ‘Attract, Engage, Convert‘ model for influencer and content performance optimization
  • Best and worst practices when working with influencers on an ongoing basis

Get more details or register to watch.

#4 – Team Up With Social Media Influencers


Social media and influencer marketing are two powerful digital marketing tactics. But what happens when they work together? Cision’s Natalia Dykyj and Stacey Miller walk you through how to use social media to build mutually-beneficial relationships with the influencers your audience trusts.

You’ll learn how to:

  • Grow closer to your audience by targeting key influencers
  • Identify relevant contacts using the right tools
  • Build rapport with social media best practices
  • Get on influencers‘ radars by engaging across mediums

Get more details or watch.

Email Marketing

#5 – Email Marketing Tips, Tricks and Trends from Brands Winning The Inbox

Content Marketing Institute

While email marketing is one of the oldest digital marketing tactics, it’s still one of the most effective when it’s done right. Content Marketing Strategist Jamie Bradley, of email marketing software company Emma, and CMI’s Joe Pulizzi team up in this webinar to get your creative juices flowing.

You’ll learn:

  • How to craft signup forms, subject lines, and CTAs that actually convert
  • How to combine automation and dynamic content for a more personal content strategy
  • How top brands create a cohesive experience from their website to the inbox—and back again

Get more details or register to watch.


#6 – The Future of Search Engine Optimization: 5 Ways to Adapt Your Content for 2016

Content Marketing Institute

Evolution in search engines means an evolution in how marketers optimize their content for search. This webinar featuring CMI’s Joe Pulizzi and Co-founder & Strategic Director of Orbit Media Andy Crestodina, will walk you through the five most important actions for aligning your efforts with the future of SEO.

You’ll learn:

  • How to target topics, not just phrases (Semantic Search)
  • How to incorporate natural language into your content (Voice Search)
  • How to make visitors happy in ways that make Google happy (User Interaction Signals)
  • How to build a network that builds your links (Domain Authority)
  • How to adapt to Google’s Quality Rater Guidelines (Content and Design)

Get more details or register to watch.

Social Media Marketing

#7 – 10 Steps to Make Your Social Media Marketing Strategy Rock


Two of Marketo’s Social Media rockstars, Lisa Marcyes and Scott Minor, lead learners through the latest advancements in social media and give tips for leveraging each platform in a way that hits the right notes with your audience. The hour-long webinar can be watched with commentary and also has a SlideShare version to make it easy to download and reference in the future.

You’ll get tips for:

  • Leveraging social media to drive engagement with your audience
  • Incorporating social media marketing into every stage of the buyer’s journey
  • Effectively measuring social media marketing to determine real business ROI

Get more details or watch.

#8 – Video Goes Social: Why Video Marketing Matters—and How to Do It Right


The visual nature of the human species has never been more evident than it is right now. As a result, videos are booming on social media channels right now. This Hootsuite webinar features a great lineup of speakers including: Paul Gillooly, Monster’s Director of Digital Communication and Social Media, social media thought leader Mari Smith, and Hootsuite’s own Senior Director of Growth Marketing & Education Cameron Uganec.

You’ll learn:

  • Why you need to move to a video-centric mindset for your social strategy
  • Effective ways to create (and find) engaging video content to share
  • How other brands are using video successfully—and what you can learn from their results

Get more details or register to watch.


#9 – The Future of Marketing ROI—30 Minutes to Understand the Future of Marketing Analytics


If you’re looking to discover the best way to measure the return on your marketing efforts, this webinar from Nielsen is for you. In this webinar, marketing analytics expert Josh Kowal shares findings from the Digital Media Consortium II and Nielsen’s perspective on the present and future of marketing ROI analytics.

Get more details or register to watch.

Digital Advertising

#10 – How To Qualify Your PPC Traffic & Increase Conversions


In this webinar from Unbounce, PPC leader Brad Geddes explains how to optimize your AdWords campaigns to drive the most qualified leads possible to your landing pages.

You’ll learn:

  • How to optimize your ads by device
  • What ad testing metrics you should use
  • How to test with very little data
  • How to test ads and landing pages at the same time

Get more details or register to watch.

The Takeaway: Choose to Learn

The major takeaway here is that in order to be a successful marketer, ongoing learning is key—and there are thousands of webinars out there that are ready and waiting to be watched. As New York Times best-selling author Brian Herbert wrote: “The capacity to learn is a gift; The ability to learn is a skill; The willingness to learn is a choice.”

Choose to learn, marketers. You’ll feel energized, confident and inspired.

Is there an on-demand webinar that you would recommend to other marketers? Share your suggestions and thoughts in the comments section below.

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