Happy Vishwakarma day

 

What is Customer Relationship Management (CRM)?

CRM is an abbreviation for Customer Relationship Management. it is a system for building and managing customer relationships.

CRM systems help businesses to manage all interactions with customers and potential customers.  With a CRM system, customer preferences are analysed or recorded, and customer activity are often tracked.  So whenever they're talked to, no matter who they ask, customers get a completely personalized and consistent experience.

CRM software helps organizations streamline their processes and workflows. so as that each a neighborhood of the business is on the same page.  Sales and marketing teams, especially, believe CRM to make collaboration and improve their productivity and growth.

 the overall objective is to provide a more engaging customer experience, increase customer loyalty and retention, and drive business growth and profitability.

 what's the meaning of CRM?

 once you hear people talking about CRM, they're going to ask the overall strategy of customer relationship management.  Its goal is to increase sales and profitability, build long-lasting relationships with customers and increase loyalty.  It focuses on putting the customer first and delivering a way better, more personalized customer experience.

On the opposite hand, people often use 'CRM' for technology, which helps a business to store and organize the info of all its customers, leads and prospects in one place.  Additionally, a CRM system allows the business to trace all customer interactions.

What can a CRM system do?

A CRM system maintains and manages data received from multiple sources and touchpoints, including email, company websites, live chat, telephone, media, and many more.

it is a database that stores customer-specific data like buying history, specific wants and needs, preferences and financial demographics, creating a holistic view of the customer and promoting more engaging and consistent interactions.

 another features include:

Reporting and Dashboards: A CRM provides its users with the facility to ascertain key trends and business metrics.

Sales Management: With CRM software, a business can track sales opportunities from the initial lead or prospect stage, through the last word order conversion phase.

Marketing Campaign Management system: A CRM system allows you to manage campaigns from beginning to end using automated workflows wherever necessary.

Service Management: A CRM system allows you to manage service delivery, contract delivery and renewal before purchase, and whether your service is preventive or reactive, and delivered on site or remotely.

Insights Generation: A CRM tool can analyze large amounts of data and generate actionable insights from it.

additionally to allowing a business to raised manage its customer relationships, a CRM also helps:

Increasing revenue by increasing sales opportunities: A CRM system provides information to an organization and should use it to identify more sales opportunities.

  Easily Segment Customers: A CRM allows you to profile your customers supported purchase indicators like history, demographics, engagement and interest levels, etc.

  Cross-departmental alignment: A CRM system helps align your marketing and sales teams that harmonize within the workforce and increase productivity.

  How do i choose a CRM system?

  Choosing a CRM solution that matches your needs (and your wallet) are often difficult.  Before you invest during a specific system, it is vital from the beginning to be clear about your priorities, IT capability and budget.  Our free CRM guide will assist you create the right decision.

  Why is CRM important?

  A business's customer base is one of its largest assets, if not the foremost important.  However, keeping an eye fixed fixed on your customers and potential customers becomes tougher, especially once you are trying to grow your business.

 you'll ask yourself who our customers are, what they need, and when was the last time we talked to them?  Is our sales pipeline healthy?  Are customers engaging with our content?

  Your customers and prospects will start wandering the foremost. they are not pleased with just a high quality service or product. they need to feel engaged, which they have a business to provide them with respect and personal experiences that make them desire they belong.

  With a CRM system, a business ensures that it establishes a long-term relationship with its customers within the least times by knowing (their needs, wants and behaviors).  A satisfied customer recommends returning to your company for more shopping and giving their products or services to their friends and family.

  What are the benefits of CRM?

  Collaborate through integration

  Integrating data from different functions of a business helps you maximize effectiveness through collaboration. as an example, potential contact details are often 'izing push' from the lead capture form on your website, the prospect hot lead in your CRM 'action list - maximizing collaboration between marketing and sales.

  Manage the pipeline effectively

  By having the power to ascertain your sales pipelines, you'll actually see which deal needs your immediate attention and which deal is stale.  By periodically monitoring deals browsing your pipeline, you'll identify areas of concern and eliminate them, ensuring a clog-free pipeline within the least times.  Additionally, your marketing and sales team are better connected, ensuring that your sales pipeline is typically full of high-quality leads.

  Automated for max productivity

Businesses often perform various processes each day with a series of redundant tasks performed by multiple users.  A CRM system can assist you automate those processes many|to avoid wasting">to save lots of lots of time and drive consistency. you'll automate tasks like scheduling follow-up activities, sending email campaigns or assigning contacts to a replacement sales representative. during this manner, you'll confirm that each one of your team members are following the same process from beginning to end, and you eliminate the need for repeated manual work.

  Engaged to make lasting customer relationships

 within the fashionable technological world, a customer expects tons more from an organization than simply a fair-price, high-quality product or service. they have to possess an attractive, personal experience whenever they have to feel, and whenever they're in-tuned with the company or the opposite way around.  CRM captures and stores every customer's journey from beginning to end.  By knowing their priorities, you'll understand their needs, and eventually give them what they need, reciprocally you get their loyalty.

  Improve customer experience with shared information

 as an example, if a customer experiences a haul along side your product, multiple teams can work together to unravel the matter.  While your technical support team is fixing the matter, the customer service team can communicate the solution to the customer and provide further support.  At the same time, the marketing team can optimize its message.

  Increase revenue

  CRM helps you improve customer satisfaction levels, and increases revenue to retention - happier and longer-term customers. this protects you plenty of some time by automating essential business tasks and promoting collaboration between different business functions.  These time savings and productivity gains enable you to reduce costs.  Finally, with CRM systems, you'll create targeted marketing campaigns so as that you're going to reach the right people at the right time and increase sales.

  4

  What business functions are required by a CRM system?

  marketing team

  Marketing isn't almost creating the right campaign; it is also tons about reaching the right people.  With the CRM system, you'll divide your customer base into segments, allowing you to send customized messages to each segment.

  The lead capture form on your website are often integrated into your CRM system and given to your sales team for follow-up.

  Since all customers' activity is tracked within the system, marketing can gain valuable insights into their behavior.

  With a CRM system, your sales team can streamline the entire sales process.  By having the power to ascertain the sales pipeline, your sales reps can identify the deals that need immediate attention and specialize in the foremost valuable opportunities.

 they're going to schedule calls, follow-ups and meetings, take notes and send invoices.  Additionally, sales managers can run sales reports and forecasts and review their team's performance.

 employing a CRM system helps you to store customers' preferences and track all activities associated with them.  If a customer tells you that they're doing not want to receive weekly email updates, you'll simply tick a box against them in CRM, and thus the emails will stop.

  Your customer service team can manage and monitor any after-sales interaction within the CRM system and share important updates with the sales or marketing team. during this manner, they're going to fix potential issues and provide faster solutions.

  So how does a CRM system work?

  Take a free self-guided tour of the act!  Get to know their diverse set of features and determine how it can assist you achieve your business goals.

  On-premise CRM vs. Cloud CRM: Which is best for you?

  Cloud CRM is simply a customer relationship management system that uses cloud computing technology to host your CRM application.  In other words, your customer data is stored within the info center on the CRM vendor's server. a typical CRM system hosts your customer data on your office server.

 a significant advantage of cloud CRM is that there is no hardware to beat installs or software maintenance problems compared to taking in-house things. and sometimes without significant cost at the worth of an IT infrastructure or data center, the cloud's pay as you go is extremely attractive to many businesses.

  Cloud computing is typically safer than many private data centers. an honest cloud service provider will have robust processes in place to form sure your data is protected, accessible within the least times and guarded regularly.

  Moving to a Cloud Solution?

  Learn more about cloud computing solutions and download our free guide 'Proceed to cloud solutions: 35 questions for you and your vendor'.

  Who invented CRM?

  In 1987, Pat Sullivan and Mike Muhney released CRM for the first time under the name of ACT. it had been originally a digital rolodex enabling its users to rearrange and store customer information effectively.

 within the 80s, plenty of features aren't yet present in contemporary CRM systems.  Act! the event community realized the potential benefits of a system that harnesses the power of customer information to help a business better manage its relationships.

  At that time, the word "CRM" didn't exist. it had been only within the 90s that people started using it, supplementing the software's contact management features after features like sales automation, enterprise resource planning, and marketing capabilities.

Here could also be a fast summary of everything you'd wish to understand about CRM:

Definition of CRM: CRM is an abbreviation for Customer Relationship Management. it is a system for building and managing customer relationships.

  CRM system: A CRM system could also be a technology that helps a business to store and organize the knowledge of all its customers, leads and prospects in one place.

What is Social Media Marketing ? How to use Smm in our business?

SMM means marketing on social networks, or promoting goods and services through digital media. Learn how to run a promotion advertising campaign and increase traffic to your website or apps.

Basic rules and methods of publicity

Social media marketing (SMM) is a type of online marketing that user the benefits of social networking sites as a tool to market website's, thus increasing traffic towards them and learning from users' direct responses and grab product or service.

 SMM is based on the principle of organic search, which basically means that when the website or social network page associated with it is more active, the position of the website on the search engine increases, ie it will see some results first.

 Considering the fact that 90% of users searching on the Internet do not advance beyond the first page of the search engine, and that 70% click on only the first three results, it is clear that the first page of the search position  The only goal is trying to build an engine while optimizing a website.

 What is SMM used for?

 The main goal of SMM is to promote communication with users, increase brand visibility, and reach more (potential) customers.

SMM is accomplished by creating high quality contents that user's of the social network share with their friends (via transmitting information electronically, namely the Electronic Word of Mouth, or EWOM).

The purpose of SMM is to get direct feedback from users (or potential customers), so that the company gets a personal seal at the same time, meaning it appears more human-like.

Through interactive options on social networks, customers get a chance to listen by asking questions or complaining.

This type of Social Media Marketing is called Social Customer Relationship Management (Social CRM), which can further increase reliability and return on investment (ROI), if users are satisfied with the content, relationship with the company and service provided  has gone.

How to use SMM?

Social media marketing works on the principle of social media optimization (SMO), that is, improving the image of the company on social networks.

Similarly search engine optimization (SEO), SMO attracts new, unique visitors to the targeted website.

Why would search engines take care of social networks?  Only because many people use their social media to search for things, share links and thus participate in a strong network of links (link building campaigns).

SMM, ie SMO, can be done in two ways:

1. Active smm promotion

2. Passive smm promotion

Active smm promotion

Active promotion means adding links (applications) that lead from social content on the website to social networks (similar to RSS and social media share buttons).  The following are social networks that can be used as a means of SMM:

 Facebook

 Twitter

 Google +

 Linkedin

 Instagram

 Youtube

 Pinterest

Each social network has its own conditions of use, which differ from i n natural persons and legal entities, ie companies.

 What companies only get is the option of starting a paid advertising campaign to reach a good advertising audience, thus improving traffic towards a website or targeted online page.

Passive smm promotion

Passive publicity means promoting activities on social networks by updating status, pictures, tweets or articles on the blog.

 Users' reactions can be analyzed to solve problems and remove dissatisfaction and improve their brand experience.

 Particularly useful is that information is obtained in real-time, which speeds up the entire process and opens the door to a new dimension of collaboration.

What is coronavirus and total cases ?

Coronavirus (covid-19)

The Health Ministry has confirmed 2000+ cases of coronavirus in India and 53 deaths thus far . The disease has already claimed over 986,808 confirmed cases and 50,509 deaths . The WHO has declared the Covid-19 outbreak as an epidemic .

What is coronavirus?

The coronavirus may be a family of viruses which will cause a variety of illnesses in humans including cold and more severe forms like SARS and MERS which are life-threatening. The virus is understood as after its shape which takes the shape of a crown with protrusions around it and hence is known as coronavirus.

How did the recent outbreak occur?

The recent outbreak of coronavirus is believed to possess occurred during a marketplace for illegal wildlife within the central Chinese city of Wuhan. Chinese health authorities and therefore the WHO are investigating the outbreak of the recent coronavirus.

Is the recent strain fatal?

Since it is a new strain, there's no specific vaccine which will treat it. However, consistent with the WHO, "many of the symptoms are often treated & therefore treatment supported the patient’s clinical condition". However, it has already killed over 8000 globally.

Coronavirus in India

What steps are taken thus far to see its spread?

The Chinese government initially locked down Wuhan - the epicenter of the virus outbreak. However it was too late. The virus has spread to all or any continents now, except Antarctica.

How is India responding to the outbreak?

India has expanded screening of international travellers. Few Indian travellers who were found with the coronavirus strain are isolated and treated before their release.

How has it affected the economy?

Worries are mounting that prolonged quarantines, supply chain disruptions and a pointy reduction in tourism and business travel could weaken the worldwide economy or maybe cause a recession.

What Is TimeBucks?how to earn money

TimeBucks ( earn money easily )

TimeBucks may be a typical get-paid-to site where you earn money by completing simple tasks like

Watch videos
Fill out surveys
Receive and skim emails
Take pictures
View content
And so on
If you've got some experience of comparable websites, you almost certainly know that this type of internet sites don’t pay enough that it might be well worth the time and energy . Anyway, let’s have a glance at ways of earning money through these tasks and I’ll show you the precise earning potential.

How to Make Money with TimeBucks?


In the picture below you'll see the view on TimeBucks website. you'll see within the second bar (View Content, Surveys, etc.) what quite offers they need . Let’s go quickly through them one by one. There are 10 alternative ways in total.


How To Make Money Using TimeBucks

1.View Content
In this section, you undergo different quite websites, slideshows, and other content. you would like to finish the captcha and scroll the content. Your earnings are usually $0,001 per offer. within the picture above you'll see that there are 40 this type of offers available.

If you undergo all of them , you earn $0,04 = 4 cents. it'll take a minimum of 10 minutes to earn 4 cents. Not worthwhile . Let’s see if subsequent one is best .



2.Surveys
You have probably read a number of my posts where I clearly show why online surveys aren't worthwhile . is that the case different with TimeBucks? Not really.

At least surveys are a touch bit better than the primary one “View Content” but the earning potential remains maximum $0,50 for a 15-minute survey. additionally , there aren’t many who quite surveys available. you'll earn $2-3 per hour during the simplest times but usually, real earnings are but $1 per hour.

3.Watch Videos
The picture below shows the very best paying offer for watching videos. The payout is $0,02.


timebuks money

In order to earn money by watching videos, you would like to observe the whole video & subscribe receive your credit. Videos don’t last for very long but a minimum of for a few minutes. Videos pay between $0,001 and $0,02 per video. you'll earn $0,081 for watching 11 videos and subscribing to those channels.



4.Take Photos
You must verify your account so as to earn money by taking pictures. Take an image of your before/after beard growing process and earn a touch reward. Nothing big here either.



5.Refer Your Friends
As you already may know, the sole considerable way of earning money with get-paid-to sites is thru referrals. When somebody signs up through your link and starts using the service, you’ll get a touch commission/bonus from all of their earnings.

In TimeBucks you'll also buy referrals for $0,15 each. Is it profitable? Well, it's going to be but I don’t roll in the hay . I don’t want that folks waste their life doing useless tasks on TimeBucks. That’s why I don’t even share my referral link on this post albeit it might make me some money.

6.Raffle
You can buy raffle tickets with a hope of earning a touch bit extra money than your ticket paid. We all know that the house wins always within the end of the day in raffles and therefore the player (you and me) are losers. That’s why it’s nonsense to even believe raffles. Odds are against us.

7.Other Offers
Other offers are one among the foremost profitable parts of TimeBucks. you'll earn money by signing up to different websites or buying some stuff online. However, the matter is that a number of them require that you simply use the cash . So rather than earning you'll be pocket money .

In addition, it are often a touch tricky to urge that cash afterward. Sometimes it’s easy, sometimes not. the effort isn't worth a couple of dollars, in my opinion.

8.Offerwalls
On Offerwalls you’ll see offers from TimeBucks partners. They pay you for answer simple surveys and downloading mobile apps and completing other tasks. Have a glance at the image below.

Earn money online with guaranteed without money investment

make money online

9.Emails
Also, other websites like EmailCashPro buy reading emails.The earning potential is to $0.01-0.02 for reading an emails or completing the task.

Let’s say that you simply got to read 75 emails to earn $1 dollar. Each email takes a minimum of 1 minute so in total it might be 75 minutes. $1 per every 75 minutes doesn’t sound sort of a deal that i might accept.

10.Once Off
In this section, you'll earn money by completing these one-time tasks like:

Like TimeBucks on Facebook
Subscribe to their YouTube channel
Create a promotion video for TimeBucks and published it on YouTube, tiktok and other social media.
Install TimeBucks Chrome extension
And so on.
How does one get paid?


As you'll see, TimeBucks has quite few options to form a touch of cash . whenever you are doing a task on the platform, you'll get paid in dollars. But once you've got made money, how are you able to then use them or get them?

TimeBucks offers a couple of different payout methods at the instant which are Bitcoin, Payeer, AirTM, bank transfer, Skrill, and Neteller.

timebucks paymanet method



How much money are you able to make from TimeBucks?
money on time bucksHow much money you'll make depends on variety of various things. First of all, of course, what proportion time you'll spend on TimeBucks, and the way many of the opportunities you would like to use. it'll also depend upon where within the world you reside .

Some countries will have more surveys and wall offers than others. But because there are such an enormous sort of ways to earn, and lots of of them don't depend upon your location, it's possible for everybody to form some extra cash.

What is Social Media Marketing?

https://www.facebook.com/yashivam147/

SMM means marketing on social-media networks, or the promotion of products and services through digital media. Learn how to run a promotion campaign and increase traffic to your website and generate more leads.

Basic terms and ways of promotion

Social Media Marketing (SMM) may be a form of Digital marketing which uses the advantages of social networking sites as a tool of promoting websites, thus increasing traffic towards them and learning from users’ direct reactions.

SMM relies on the principle of organic search, which basically means when the website or to connected social network page is more activelyand the web site position on search engines. it will be in seen the first few results.

Considering the actual fact that 90% of users searching the net don't look any longer than the first page of the search engine, which 70% clicks on the primary three results only, it's obvious that the position on the first page of the search engine is that the only goal to strive for when optimizing a website.

What is SMM used for?
The main goal of SMM is to boost communication with users, increase brand visibility and reach more (potential) customers.

SMM is being done by creating quality content because content is the king, that the users of social media sharing with their friends . 

The point of SMM is to get direct feedback from users (or potential customers), so the company gets a personal stamp at a similar time, i.e. it appears more human-like.

By means of interactive options on social networks, the customers get the possibility to be heard, either by asking questions or by making complaints.

This type of SMM is termed Social Customer Relation Management (Social CRM), which might further result in enhancing credibility and return on investment (ROI), of course, if the users are satisfied with content, relationship with the company and also the service provided.

How to use SMM?
Social Media Marketing functions on the principle of Social Media Optimization (SMO), that  improvement the company image on social media network.

Similarly to Search Engine Optimization (SEO), SMO attracts new, unique visitors to targeted website.

Why would search engines care for social networks? Simply because many folks use their social media to go looking for things, share links and thereby participate in building a powerful network of links (link building campaign).

SMM, that's SMO, can be worn out two ways:

Active SMM promotion
Active promotion means when adding links that which generate leads from the content on the web site towards social networks (similarly to RSS and social media share buttons). Social media networks which may be used as a method of SMM are the following:

• Facebook
• Twitter
• Google+
• LinkedIn
• Instagram
• YouTube
• Pinterest

Each social networks has its own Terms of Use, which i different for natural persons and legal entities, i.e. companies.

What only companies get is that the option of launching a paid advertising campaign so on reach wider audiences, thus improving traffic towards an internet site or a targeted website .

Passive SMM promotion
Passive promotion means promoting activities on social media networks by updating statuses, publishing images, tweets or articles on blogs.

Users’ reactions are often further analyzed so as to resolve problems and take away dissatisfaction, and improve their brand experience.

What is useful especially is that that information is obtained in real time, which speeds up the entire process and opens the door to a new dimension of cooperation.

What is SEO and how to it work?

Yashivam Digital marketing

SEO stands for search enginne optimization, which could be a digital marketing strategy that focuses on your website’s presence in search results on search engines like Google. If you understand how SEO works, you'll be able to use different tricks to increase your visibility (or how high you rank) in search results.

You can categorize SEO into two parts:

1. On-page SEO: All on-page SEO strategies happen on your website like edit homepage and other activities.
2. Off-page SEO: All off-page SEO strategies happen off your website or out of website activities.

Both on-page and off-page SEO aim to create your site more friendly, moreover as trustworthy, to users and search engines. When Google crawlers see how friendly your website is to them and users, it increases the possibilities that your site will rank well for various searches.

For example, say you have got two websites: Website A and Website B.

Website A isn’t responsive, which suggests users on tablets or smartphones will have a troublesome time navigating and using The website. Website B, however, is responsive, which implies a much better user experience for tablet, smartphone, and desktop users.

two ways
For search engines, it’s a simple decision which website is more friendly: Website A.

Of course, how search engines work could be a bit more complicated than that. Today, search engines use over 200 various factors to get search results, which implies tons of various elements influence your placement in search results.

What is Digital marketing and why Digital marketing is helpful for business ?

Digital marketing is a platform that allows people to run startup or existing off-line business to online. Digital marketing service basically used to promote and advertised your business online.At future time Digital marketing is compalsary to all businesses weather online or offline. In international company already used digital marketing for promotion and advertised your business. In India mostly 20% company used Digital marketing for promotion and advertised in your business. Digital marketing services helpful for local and small businessman to run and grow business online in local areas to city,city to state,state to countries.

Which company provides best digital marketing services?

Yashivam Digital marketing company is a leading digital marketing services provider and help small business to growup your business and promote your product and service related to business.yashivam digital marketing is a leading best digital marketing company based in india and international areas.We are business develop and promotion support.Our company professionals and Experts services are:-

1) Complete digital marketing

2) Seo Service

3) Google and Facebook ads

4) Professionable Logo design

5) Website design

6) Graphic design

7) Business website Qr code design

8) Professionable Photo and Video editing

9) Business promotion videos and many more.

If you want any service and related details so you are visit my website.

What is the role of digital marketing for company?

Dissimilar to most disconnected showcasing endeavors, advanced advertising permits advertisers to determine exact outcomes continuously. within the event that you've got at any point placed a commercial in an exceedingly paper, you'll realize that it's so hard to appraise what number of people really turned thereto page and focused on your advertisement. there is not any surefire approach to grasp whether that advertisement was chargeable for any deals whatsoever. 

Then again, with advanced promoting, you'll be able to quantify the ROI of basically any a part of your showcasing endeavors. 

Here are some models: 

Site Traffic 

With computerized showcasing, you'll be able to see the precise number of people who have seen your site's landing page progressively by utilizing advanced examination programming, accessible in promoting stages like HubSpot. 

You can likewise perceive what number of pages they visited, what gadget they were utilizing, and where they originated from, among other advanced investigation information. 

This insight causes you to arrange which advertising channels to speculate just about energy in, seeable of the number of people those channels are heading to your site. as an example, if just 10% of your traffic is originating from natural hunt, you realize that you simply presumably must invest some energy in SEO to expand that rate. 

With disconnected advertising, it's hard to inform how individuals are connecting together with your image before they need a cooperation with a salesman or make a buy. With advanced showcasing, you'll be able to recognize patterns and examples in individuals' conduct before they've found the last stage in their purchaser's excursion, which suggests you'll be able to decide on progressively educated choices about the way to pull in them to your site directly at the very best point of the advertising pipe. 

Content Performance and Lead Generation 

Envision you've made an item handout and posted it through individuals' letterboxes - that leaflet could be a kind of substance, but disconnected. the difficulty is that you simply don't have any clue what number of people opened your pamphlet or what number of people tossed it straight into the refuse. 

Presently envision you had that handout on your site. you'll be able to quantify precisely what number of people saw the page where it's facilitated, and you'll be able to gather the contact subtleties of the individuals who download it by utilizing structures. Not exclusively would you be ready to gauge what number of people are connecting together with your substance, but at the identical time you're producing qualified leads when individuals download it. 

Attribution Modeling 

A compelling computerized promoting methodology joined with the proper apparatuses and advances permits you to follow the whole thing of your business back to a client's first computerized touchpoint together with your business. 

We call this attribution displaying, and it permits you to tell apart drifts within the manner individuals research and buy your item, helping you to decide on increasingly educated choices about what parts of your showcasing system merit more consideration, and what parts of your fluctuation need refining. 

Coming to a lucid conclusion regarding advertising and deals is gigantically significant - as per Aberdeen Group, organizations with solid deals and promoting arrangement accomplish a 20% yearly development rate, contrasted with a forty five decrease in income for organizations with poor arrangement. within the event that you simply can improve your customer's' excursion through the purchasing cycle by utilizing computerized advancements, at that time it's likely to think about decidedly your business' primary concern.

yashivamdigitalmarketing

Yashivam Digital Marketing is a leading marketing consultant from India. Prior to being a consultant, he worked as a digital marketing manager for leading brands.become a Google certified digital marketing professionals and paid ads expert.