Learn how to Create a Nice Fb Advert Design That Converts

It’s not simple to know the way precisely you need to get began on the subject of Fb Advert design.
There’s a lot to think about and it’s no shock that manufacturers and entrepreneurs alike really feel stumped when it’s time to move to the drafting board.
However this isn’t your case. Or it received’t be anymore!
To take action we make investments our cash and the brainpower of our specialists to experiment and discover out what actually works and what doesn’t.
After managing alot advert spend in Fb Adverts worldwide (and losing a lot of our personal cash making each conceivable mistake), we nonetheless study new, shocking issues with each new marketing campaign we create.
On this publish, we share with you what we found in 10 years of exhausting work:
The 22 Fb Advert design secrets and techniques that can give your campaigns a lift.
We wrote the unique model of this publish in 2015 to speak about design secrets and techniques that the professionals(together with us!) used to create the type of high-converting advertisements that revolutionize what you are promoting. At the moment we discovered 9 golden guidelines to comply with.
Lower than two years later, we up to date the publish with new and up to date greatest practices to create the right Fb advert design, seven suggestions&methods that mirrored all of the adjustments that the Fb Adverts platform had seen till then.
Within the 2018 version of this publish, we’re going to have a look at what modified in Fb Advert designafter the most recent massive adjustments the platform applied.
We added design suggestions spanning components of copywritingvisible partsplacements, and methods, supplying you with a complete of 22 secrets and techniques of Fb Advert design that can give your campaigns new life.

16 Evergreen Secrets and techniques to Create Nice Fb Advert Design

Fb Promoting might be powerful. And it’s getting harder daily.
As extra advertisers understand the potential and bounce on board, the elevated competitors can rapidly flip a profitable Fb advert right into a money-waster.

In the long run, nevertheless, the success of a Fb Advert comes down to simply two crucial components:

  1. Nice design
    (AKA attracts customers’ consideration whereas creating the need to your product).
  2. Laser-focused focusing on
    (AKA show your advert solely to an viewers of potential clients).

Listed below are the 16 simplest “basic” suggestions we’ve discovered about creating superb Fb Advert design that can excite and entice customers to purchase your product!

1) All the time Take a look at A number of Designs

I can’t stress this sufficient. By no means assume something. All the time check the whole lot. It doesn’t matter what your stage of experience is or how lengthy you’ve been promoting on Fb, at all times check each your advert’s design and its focusing on.
Each time you’re creating a brand new marketing campaign, take the time to give you not less than Four completely different Fb Advert Designs after which check every one. For instance, you would possibly check two completely different photographs with two completely different copy texts (2 photographs x 2 texts = Four variations).
As you might need guessed, right here at AdEspresso, we love illustrations. Each publish has a novel design and we use them for promoting as effectively, however we have now found that that technique was considerably off. Whereas illustrations carry out fairly effectively and are nice branding, an advert with an image of an individual performs much better:

Facebook Ad Design Woman
Value per Obtain: $1.68
Facebook Ad Design Illustration
Value per Obtain: $3.13

Take a look at that! The Advert exhibiting an individual carried out practically 2 instances higher than our beloved mascot.
So, keep in mind: check the whole lot, even the craziest concepts. Then combine it as much as maintain issues contemporary: range each copy textual content and pictures to cut back Advert Fatigue and avoid excessive advert Frequency, which may lower advert effectiveness.

2) Create Purchaser Personas

Most companies have differing types of shoppers with completely different wants. By creating Purchaser Personas, you not solely enhance your Fb Advert Designs, however you serve your clients higher, general.
For every potential buyer sort, write down a persona. Man or girl? Career and job title? What’s the most important downside she/he’s hoping to resolve by utilizing your product?
When you’ve created your purchaser personas, design a Fb Advert (paired with laser-focused focusing on) for every one, instantly addressing their ache factors. Right here’s an instance of two potential AdEspresso Adverts, one aimed toward Startups and one aimed toward Media Companies:

facebook ad agency facebook ad startup

Very completely different worth propositions! For Startups, we spotlight their want to develop as rapidly as potential. For Companies, we deal with managing Fb Adverts extra rapidly and with higher outcomes.

3) Add Social Proofs

Have you learnt what probably the most influential emotion in a purchase order resolution is? Worry.
Facebook ad design social proofFolks resist shopping for your product as a result of they’re petrified of dropping cash and afraid of creating the incorrect alternative. For this reason free merchandise are so efficient. And it’s not simply concerning the cash. Free = No Threat = No Worry.
After all, I’m not suggesting that you must give your product away without cost (though generally you must). I’m simply suggesting that it’s worthwhile to deal with clients’ fears by including Social Proofs to your Fb Advert Designs.
A fantastic social proof that reduces worry are testimonials from well-known individuals. Having a VIP endorse, your product instantly offers you credibility and removes a stage of worry. It may also be costly, after all.
In the event you don’t have testimonials, you possibly can nonetheless leverage your giant consumer base. Try this advert from Dropbox. Regardless of being well-known, Dropbox nonetheless highlights that they’ve greater than 100,000 companies counting on them! That’s a testimonial in itself.
Are you able to think about how customers reply? 100,000 companies?! Wow! If everybody and their sister are utilizing Dropbox, there have to be a cause. It have to be a terrific product, and so I’ve no worry leaping onboard. How can all these individuals be incorrect?

4) Use Name-to-Actions

Ad Design CTAIncluding a Name-to-Motion to your Fb Adverts won’t improve your click-through fee or make your advert extra participating, but it surely’s probably to enhance your general conversion fee and reduce your price per conversion.
Why? As a result of a superb call-to-action decreases friction. If a consumer clicks your advert and arrives in your touchdown web page, it received’t must waste time figuring what to do subsequent. He’ll already know and rapidly proceed to carry out the specified motion.
He’ll know since you’ve prompted him in your Advert with a Name-to-Motion like “Obtain our eBook…,” “Subscribe to our publication for an opportunity to win…,” “Take the survey and obtain $10 off…,” and many others.

5) Select photographs that stands out

If promoting is a warfare, then Newsfeed is your battlefield. And a really crowded one it’s.
red borderIf you wish to get your advertisements clicked on, it’s important to seize the customers’ consideration in order that they learn your advert. It will come all the way down to your advert’s picture. The best picture can instantly entice the attention and earn you a click on.
Due to this fact, rigorously choose a picture that can stand out from the gang. You may additionally attempt to add some visible distinction just like the advert right here. Actually, I don’t like this tactic because it appears to be like a bit cheesy/spammy and subsequently is unhealthy branding. It does are likely to work, nevertheless.
A greater technique is to make use of Instagram-like filters in your photos. Be artistic however keep in mind, whereas the picture wants to face out, it shouldn’t be offensive or too sturdy. That may be towards Fb’s guidelines, and your advert shall be rejected.

6) Tackle The Logical & Emotional

We expect we’re clever animals who at all times act rationally, however that’s solely partially true. Our emotional aspect has so much to say on the subject of shopping for.
A easy record of product options would possibly persuade the rational self in some customers however has no impact in any respect on their emotional self. Our emotional self-doesn’t care about options, that a part of us needs advantages.
Nobody needs to grow to be a millionaire simply to have cash. They need the helpful life-style that comes with being wealthy. Likewise, you don’t purchase a product for its options. You purchase it to resolve an issue and, thereby, to make your life higher.
In your Fb Advert designs, subsequently, deal with each the rational and emotional aspect of your customers. Right here’s a terrific instance:
Facebook ad example benefits

7) Be Constant

Like Name-to-Actions, consistency will cut back friction and assist your customers full the specified motion. If somebody clicks in your advertisements, it’s as a result of they just like the picture, your message, and what you’re providing.
After clicking, they need to find yourself on a touchdown web page that reinforces what they noticed within the advert. Use the identical photographs and wording, simply go into extra depth describing your product and why they need to purchase it.
Folks resolve in the event that they like an internet site in seconds. In the event you don’t hook them instantly, you lose them. Think about what would occur if, after clicking an advert for purple sports activities footwear on Fb, you ended up on a generic web page with a whole bunch of sports activities footwear with out one that’s purple. You’d depart instantly, proper?
This can be a essential factor that so many advertisers overlook! After in search of a superb instance for greater than half an hour, I gave up, and rapidly discovered a typical error:
bad consistency
Take a look at that; I click on on a really particular advert with a pink shoe… and on the touchdown web page, there’s no hint of it. And no point out of the 55% low cost promised.

8) Decide the Proper Placement

Right placement of your Fb Adverts is crucial and, ideally, you need to optimize your design for every placement.

  • Desktop Newsfeed: Nice for engagement and producing gross sales & leads. Helps longer copy and hyperlink description.
  • Desktop Proper Column: Much less efficient however cheaper. Pictures are smaller and textual content much less readable. Works effectively for retargeting customers who already know your model. Use a picture they’ll acknowledge to catch their eye.
  • Cell Newsfeed: Nice for engagement & Cell app installs. As we noticed in so much Fb Advert outhere, cellular customers are likely to click on “Like” so much. The Copy is shorter, so watch out. Whereas conversion charges on cellular are sometimes misleading, cellular is nice for discovery. Customers will uncover your product on their telephones… then purchase it the subsequent day on their desktop.

Try this advert under. It was in my proper column, but it surely was clearly meant for the Newsfeed. The textual content is just too small and, subsequently, unreadable. The copy has the identical downside. It’s simply too lengthy, and I don’t even know what the advert’s about!

facebook-ad-bad-right-column facebook-ad-bad-right-column2

9) Showcase Credibility

Belief and credibility are basic. With out them, you’ll by no means persuade a consumer to purchase your product, give out their e mail deal with, or set up any relationship.
Whereas this ought to be frequent sense, I see advertisements on a regular basis that don’t seem credible and so instantly bounce flip me off as spammy. Level #6 above describes the way you enchantment to the emotional aspect of your customers by highlighting the advantages of your product, however this doesn’t imply you must over-promise or, worse but, lie outright.
A self-improvement course can certainly assist your profession. A service like AirBnB might help you earn extra cash from an unused bed room. However would you promote both with an image of somebody driving a Ferrari or having enjoyable on a Yacht? That may be far an excessive amount of of a attain, proper?
Try these two advertisements:

trustworthy facebook ad

I can simply consider that a new start-up can assure me $100 per thirty days – and even as much as $1,000 per thirty days. However once we begin stepping into very giant numbers, this could result in doubts about your model or firm’s credibility.

For instance, the “$25 Million Greenback Swipe File” implies that the file you’re receiving is price, or will result in, 25 million .

Whereas the enterprise that advertises this will have really earned such a excessive amount of cash with this file, some could understand the greenback quantity as exaggerated given the anonymity and brevity of the declare.

10) Think about the Psychology of Coloration

In the event you’re not harnessing the psychological powers that completely different colours can have, then you definitely’re lacking out on a significant artistic pressure that each prime Fb advertisements professional is utilizing.
90% of all of the snap judgments that we make about merchandise might be traced again to colour, in response to a research in Management DecisionListed below are among the main science-backed developments in how individuals understand colours that you must take into accout:

  • Older individuals like blue, purple, and inexperienced, while younger people are extra into yellow, purple, and orange. As we age, our preferences have a tendency in the direction of the darker and cooler colours of shorter wavelength over the excitatory, lengthy wavelength colours.
  • Most individuals closely dislike the colour orange. Purple, yellow, and brown pull up behind orange because the least preferred colours, in response to analysis achieved by Joe Hallock evaluating colour preferences throughout 232 individuals from 22 international locations.
  • It comes all the way down to appropriateness and match, not a silver bullet. The reality is that if in case you have a crappy product, you’re not going to show issues round by throwing a blue brand on it. Most of our tendency to understand sure colours in advertising and marketing really seems to do with how well that color fits with the product that we’re taking a look at.

When planning out your advert artistic and deciding on a colour to make use of, take into consideration the market you’re promoting to, what they like, what they anticipate, and then you definitely’ll be pondering alongside the best strains. For an instance of how this works in the true world, we’ve taken that basic picture of various manufacturers organized by colour and drawn some connections:
The gasoline firms right here—BP, Shell, Gulf, ExxonMobil—could produce an similar product for customers. However these firms, a part of the legendary Seven Sisters of petroleum manufacturing, are closely differentiated within the brains of customers due to their extremely distinctive colours. In the event you needed to begin an oil firm at the moment, I’d say, “Go grey!” Be the Apple of gasoline!
The identical type of colour psychology might be seen within the tech firms on the chart (outlined in blue). Apple represents impartial, calm, design sensibility. Fb represents belief and dependability. Yahoo represents knowledge… or not less than, they did, at one level—initially, Yahoo got down to set up all the web’s info into one dwelling web page, they usually did a fairly good job.
Don’t take this chart as gospel—“My product is thrilling, so I need to use purple in my Fb advertisements”—however do try what your opponents are doing. Take a look at what’s working. Refined adjustments in colour can affect how we see promoting, so take your time and make your choices depend.

11) Make the most of Location-Particular Imagery

One of many nice issues about Fb promoting is that it’s really easy to arrange a number of campaigns all focusing on completely different geographic areas. However you’re not absolutely capitalizing on the ability of Fb advertisements except you’re additionally altering the content material of your advertisements to match the geographic area you’re focusing on.
Kisi, a keyless-entry startup that helps workplaces handle worker entry to buildings remotely, is out there all around the United States. However for those who’re in New York Metropolis, you’re not going to see a generic Kisi advert in your Newsfeed. You’re going to see a focused advert that appears like this:
In the event you’re in New York Metropolis, it’s all however assured that an advert with an “NYC” plastered over it will draw your consideration higher than an advert that would have been proven wherever. That is one thing surprisingly missing in most individuals’s Fb advertisements, but it surely’s one thing that conventional advertisers have undoubtedly caught onto—try this Haagen-Dazs advert from the BART in San Francisco:
Pandering or not, this advert obtained the tech world’s consideration. In the event you’re going to spend the cash to target customers in costly city areas like New York Metropolis and San Francisco, it’s price capitalizing on that specificity to drive dwelling a extra private, focused message in your promoting.

12) Leverage The “Energy of Free”

We’re at all times looking out without cost. It’s a type of set off phrases that renders nearly the whole lot round it extra enticing—free beer, free cash, free meals, you identify it. We love free.
When utilized in promoting, it may be an extremely efficient approach. It undoubtedly units you aside from the vast majority of the advertisements on peoples’ Newsfeeds—that are asking individuals to pay cash for merchandise—however capitalizing on the psychology of free doesn’t imply it’s important to give away your product without cost.
For instance, you would make free a part of a particular supply that comes together with shopping for your product:
Or, you would merely use free as a lead era machine. Content material advertising and marketing is a strong approach to develop what you are promoting, however you possibly can’t have a terrific lead era magnet except individuals really learn it and get worth out of it. Making a gift of useful info without cost is the best and simplest approach to unfold your content material and present individuals that you just’re a reliable supply of knowledge.

13) Use Buyer Testimonials

All of us love the sensation of being part of one thing. While you see different individuals speaking about how a lot they love an image of a cat on Fb, you’re feeling like going and expressing how you’re feeling too. While you see one thing that you just’re outraged by, you take part by liking the related statuses and posting some phrases to point out that you just agree.
While you see buyer testimonials, that very same a part of your mind lights up as if to say, “Purchase this product. Be a part of the membership.”
Use your clients to make your Fb advertisements compelling. Nobody could be a higher gross sales consultant once you’re attempting to get individuals to click on in your advertisements of their Newsfeed since Fb is already such a large social medium. And as we’ve talked about earlier than, the perfect gross sales don’t come from direct gross sales however suggestions.

14) Intersect Pursuits

Concentrating on intersections of pursuits is likely one of the strongest strategies on the market for getting individuals to cease scrolling and take a look at your advert. Right here’s the way it works:

  • Decide two broad concepts—they don’t must be extremely associated, and it could be higher in the event that they’re not—and enter them into your marketing campaign supervisor once you’re organising your advert
  • Choose the “all of those” pursuits possibility—you solely need your advert to be proven to these individuals who like each of the completely different pursuits you’re intersecting
  • Design your advert across the intersection

We did this earlier than, focusing on these individuals who have been followers of faculty soccer and in addition preferred tacos. On this instance from Dr. Pepper, you possibly can see what you would possibly do for those who focused followers of faculty soccer and Dr. Pepper:
Or possibly you’re Toyota focusing on individuals who go on outdoorsy adventures:
image-5Curiosity intersections are highly effective for a similar cause that localized advertisements are highly effective. While you present individuals an advert that feels prefer it’s nearly them, they’re far more more likely to cease, click on, and share as a result of they really feel a private connection to it. The returns, for those who do it proper, shall be superior. Simply try how a lot better we did once we focused faculty soccer followers andtaco followers:

15) Embrace Faces in Pictures

Based on a 2005 research out of Caltech, there’s even a selected group of cells in our brains that fireplace solely once we see a face. After which there’s the well-known psychological impact referred to as pareidolia that causes people to search for faces in on a regular basis objects like stoves and bogs. The takeaway right here is that folks like to see faces. It’s a phenomenon that’s deeply ingrained in our brains, a vestige of our primal beings—so use it in your Fb advertisements!
Ever surprise why the mascots on cereal packing containers are at all times cute animals or cartoon individuals staring proper at you? Effectively, in response to a lab at Cornell studying consumer behavior, the reason being that it’s efficient.
When the Trix rabbit glances into our younger, impressionable eyes each time we go to the grocery store as youngsters, we begin step by step creating a desire for Trix. We humanize the product and get connected.
Make your clients really feel the identical means and put some faces in your Fb advertisements.

16) Create Urgency

There’s nothing we hate greater than dropping out on a terrific deal as a result of we have been just a bit bit late. It’s the precept of loss aversion: we really feel unhealthy once we miss out on getting one thing, however we really feel even worse about dropping. And once we see an pressing alternative come up, we don’t need to let it slip by way of our fingers.
One of many largest issues with promoting at the moment is that urgency might be tough to set off in individuals. Since we are able to get gadgets in lower than 5 hours off Amazon and just about each different e-commerce platform gives some 1-2 day delivery choices, individuals really feel as if they will in all probability get no matter they need each time they need.
Inducing shortage and urgency may imply grabbing maintain of your viewers’s consideration with an attention-grabbing deal that they only can’t move up. You need to create a deep sense of FOMO—worry of lacking out, as on this advert from Watch Junction promoting a sizzling deal for 60% off.
There are a lot of completely different urgency-evoking phrases that copywriters use of their headlines and advert texts to create pleasure.
Strive among the following phrases with the subsequent particular supply that you just placed on Fb:

  • Restricted time!
  • Solely!
  • Right now!
  • Hurry!
  • Act now!
  • Rush!
  • Final probability!

Fb Advert Design Secrets and techniques for 2018

The entire above suggestions belonged to our authentic publish (and have been up to date to replicate any obligatory adjustments based mostly on Fb updates since). They’re all nonetheless instantly relevant to designing new advert campaigns, so don’t write them off; each single one is efficacious, and we’ve even coated them once more in current posts and webinars.
That being stated, there have been some massive adjustments to the platform, which supplies us extra choices for the way we use the advert platform and the kinds of campaigns we are able to create. Let’s check out a couple of extra design suggestions which can be both extra vital now in 2018 or that at the moment are out there based mostly on these new updates.

17. Use A number of Advert Codecs

There are such a lot of extra advert codecs now than there was, which might be extra overwhelming but it surely additionally means there are extra design choices so we are able to actually get artistic. Carousel advertisements, Assortment Adverts (that are purchasing and product-focused), Canvas Adverts, and even Story Adverts are all thrilling choices that maintain issues various and might help you to seize consumer curiosity.
Standing out within the newsfeed (or the Story feed, or the best column) is essential to getting outcomes, and once you use these completely different codecs and placements appropriately, you’ll be capable to ship your required impact in a strong means. Think about desirous to showcase the thrill of an upcoming occasion you’re internet hosting and using Canvas Adverts to share movies, bulletins, and lists of various audio system, ending with a CTA to register now.

If you wish to change issues up however aren’t positive the place to start out, carousel advertisements are usually a secure guess. They’ve higher-than-average CTR and engagement charges, which is mechanically a plus, they usually offer you extra room to both exhibit worth or inform a narrative.

18. Automate the Designs

Typically the perfect Fb Advert designs are those that make your life a little bit bit simpler. Fb’s Dynamic Adverts help you create templates and add product catalogs, which is able to then mechanically generate an infinite variety of advertisements that mechanically pair up the right product with its description, worth, and different related info.

The idea is straightforward, but it surely’s so efficient. And since these advertisements are sometimes proven throughout retargeting campaigns to customers who’ve lately considered the particular product pages, there’s an elevated probability of CTR and conversion. This can be a nice approach to market numerous merchandise in actual time while not having to manually create an advert for every one. Companies who’ve giant product catalogs ought to use this function to their benefit and create attention-grabbing templates and descriptions to make them as efficient as potential.

19. Incorporate Video

I really feel like video is to advertising and marketing what cheese is to pasta; you possibly can by no means actually have an excessive amount of. Video advertising and marketing is so vital, and on the subject of Fb Adverts, movies are a very sturdy design alternative.
There are a number of causes for this. First, customers love video, they usually reply effectively to it. This offers you the possibility to convey extra info to customers in a shorter house than a text-based advert ever would enable, full with background theme music to enhance the effect you’re going for. Movies additionally stand out within the feed, and mechanically offer you an edge at getting customers to cease scrolling, which is a large benefit.
Movies are additionally pure vessels for storytelling, and actually allow you to elaborate in your level in a means that can assist your model and product stand out.
Ideally, your advert campaigns advertising and marketing movies ought to meet the next standards for greatest outcomes:

  • Both use closed captions or not depend on voice narration in any respect, since 85% of videos are watched with out sound on Fb
  • Use the advert’s headline with a view to entice customers to observe, however maintain it quick.
  • Hold the video itself as quick as potential, as a result of even participating movies will lose clients rapidly. Preserving it beneath 30 seconds is right, and beneath 15 seconds (if potential) is even higher.

20. Supply Worth

While you design your advertisements in a means that instantly demonstrates and gives worth of not solely the supply itself however of your model and/or product, you’ll be in good standing. Worth, in spite of everything, goes to elucidate to customers why they need to buy, and infrequently ties in with the logical appeals we mentioned above. It additionally explains why they need to select your merchandise over a competitor’s, and why they’ve a necessity for it of their lives.

There are a number of methods to design your advert in a means that can exhibit worth. This contains:

  • Present the product in-use within the visible element, both with a single picture or a video that exhibits how simple it’s to make use of or what sort of outcomes you will get.
  • Clarify the advantages and worth propositions clearly within the textual content and headlines, maintaining your particular viewers in thoughts.
  • Get artistic, and use video tutorials or carousel advertisements to function extra advantages or elaborate on the worth of a product.

21. Go Vertical

We’re dwelling in an more and more mobile-first world, the place customers are on their cellular units at heightened ranges and slowly shifting in the direction of leaving desktops behind. This isn’t solely vital to know for what kinds of content material to create, but in addition how one can actually design it.

At this level, you just about must go massive or go dwelling by incorporating extra vertical content material (particularly vertical video) into your advert campaigns. Word that not all your campaigns have to be optimized for vertical, however that you must think about optimizing all video advertisements for the vertical format and to check out Fb and Instagram Story Adverts. Customers who click on to view a video and understand they’ve to show their cellphone sideways, for instance, could also be simply turned off by the expertise sufficient that they’ll depart the advert the place they in any other case could have stayed.

22. Inform a Story

Storytelling is an exceptionally highly effective instrument for entrepreneurs, and incorporating quick tales in your Fb Adverts will yield distinctive outcomes. Tales can usually assist merge emotional and logical appeals, which we mentioned earlier, whereas giving customers one thing memorable to understand onto.
You need to use single picture advertisements to inform a narrative by setting a scene with an image, and enhancing the impact along with your descriptions. Within the instance under, for instance, Plated makes use of a video that includes a household cooking and laughing collectively to essentially set a scene and set up that emotional connection. Carousel advertisements are one other good possibility for storytelling, as every picture and video slide can set a special scene, and video advertisements are unsurprisingly extremely efficient for this function, too.

With regards to storytelling, maintain it easy and go for a single impact. You don’t need to attempt to make individuals comfortable and scared and feeling a way of journey; as a substitute, simply decide one, or the whole lot will get a little bit muddled and customers will scroll away confused.

It’s As much as You Now…

There are such a lot of components that go into creating sturdy, high-performing Fb campaigns.
The focusing on, the copy, the supply, the bids, and even the placements all must be proper. Even when they’re, nevertheless, your advert can nonetheless fall quick in the event that they lack sturdy, motivational, cohesive designs.
Mixed, these 22 suggestions are the simplest methods to design killer Fb Adverts that we’ve discovered over the past 10 years.
Keep in mind to maintain your particular viewers and objectives in thoughts when designing your Fb Adverts, and to completely check these completely different design methods and tricks to see what your viewers is most aware of.

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