The Ultimate Event Marketing List Checklist
There’s no worse feeling for an event professional than pouring months of work into planning the perfect experience, only to be met with low registration numbers and a half-empty room. So often, the problem isn’t the event itself—it’s the outreach. A weak or untargeted promotional strategy almost always points back to a single weak link: the event marketing list. When you build a list of people who genuinely need what your event offers, everything changes. Your emails get opened, your social posts get shared, and your tickets get sold. This article is your action plan for solving that problem. We’ll cover how to build, manage, and leverage a high-quality list that ensures your next event is a sell-out success.
Key Takeaways
- Start with a Solid Foundation: Before you get into the creative details, lock in your core strategy. Clearly defining your goals, budget, and timeline first will guide every decision you make and keep your event marketing focused and effective.
- Target the Right Audience, Not the Biggest One: A successful event depends on attracting people who will genuinely benefit from attending. Invest your time in building a clean, targeted list and personalizing your outreach to ensure your message resonates with the right individuals.
- Measure Your Impact to Improve Your Next Event: Move beyond vanity metrics and track the numbers that connect to your business goals, like lead generation and ROI. This data not only proves your event’s value but also gives you the insights needed to make future events even more successful.
What is Event Marketing (and Why Does It Matter)?
Event marketing is a powerful way to use live, virtual, or hybrid experiences to promote your brand, product, or service. It’s about creating a dedicated space where you can connect directly with your audience, whether you’re hosting a massive trade show, an intimate workshop, or an engaging webinar. Done right, it’s one of the most effective ways to build meaningful relationships and move your business forward.
So, why does it matter so much? Because events cut through the digital noise. Instead of just telling people about your brand, you’re inviting them to experience it firsthand. This direct interaction is your chance to have real conversations, answer questions, and get immediate feedback. It’s an opportunity to build strong brand identity, generate qualified leads, and create a loyal community around your work. A well-executed event leaves a lasting impression that a simple ad or social media post can’t replicate. It transforms passive followers into active, engaged fans who feel a genuine connection to your brand.
Build Your Event Marketing Strategy
Before you send a single email or post on social media, you need a solid foundation. A successful event marketing strategy isn’t about throwing everything at the wall to see what sticks; it’s about intentional, strategic planning. Think of it as your event’s business plan—it guides every decision you make. A clear strategy ensures that your efforts are focused, your resources are used wisely, and you’re set up to achieve meaningful results.
The three pillars of any great event strategy are your goals, your budget, and your timeline. Getting these right from the start will save you countless headaches and put you on a clear path to success.
Set Clear Goals
First things first: what does success actually look like for this event? Without a clear answer, you’re just planning in the dark. Your goals will guide every part of your marketing plan, so they need to be specific and measurable. Are you aiming to sell a certain number of tickets, generate qualified leads for your sales team, or increase brand awareness? Decide what you want to achieve before you move forward. These objectives will help you measure the success of your event and keep your team focused on what truly matters.
Plan Your Budget
Your goals and your budget go hand in hand. Once you know what you want to accomplish, you need to determine how much you can realistically spend to get there. A well-planned budget is essential for making sure your event is financially sound and helps you allocate resources effectively. Outline all potential expenses, including venue costs, marketing and advertising spend, technology platforms, and fees for your keynote speakers. Also, map out your expected revenue streams, whether from ticket sales, sponsorships, or exhibitor fees. This financial roadmap will prevent overspending and help you make smart, data-driven decisions.
Create Your Timeline
With your goals and budget in place, it’s time to build your timeline. The best approach is to work backward from your event date. A detailed timeline helps you stay organized and ensures every task is completed on schedule. Map out key milestones for everything that needs to happen before, during, and after the event. For example, you might secure your venue six months out, launch your primary marketing campaigns three months out, and send final reminders to attendees one week out. A comprehensive event schedule keeps your team aligned and the planning process moving forward smoothly.
Choose the Right Event Format for Your Goals
Once you’ve defined your goals, the next step is to pick an event format that will help you achieve them. The right setting can make all the difference in how your message is received and how your attendees connect with your brand. Are you aiming for deep, personal connections, or do you want to reach the widest audience possible? Your answer will guide you toward the perfect format, whether it’s an intimate in-person gathering, a global virtual conference, or something in between. Let’s look at the most common options to see which one fits your strategy.
In-Person Events
There’s a certain magic to in-person events that’s hard to replicate online. When people meet face-to-face at conferences, trade shows, or launch parties, they build stronger relationships. This format is perfect for making powerful connections, generating high-quality leads, and creating memorable brand experiences. If your goals include building a strong community, showcasing physical products, or facilitating high-stakes networking, an in-person event is your best bet. The direct interaction allows you to get immediate feedback and leave a lasting impression that keeps your brand top-of-mind long after the event ends.
Virtual and Hybrid Events
Want to expand your reach beyond a single location? Virtual and hybrid events are the answer. A fully virtual event allows you to connect with a global audience, making it a cost-effective way to share information and generate leads. Hybrid events offer the best of both worlds, combining a live, in-person experience with a virtual component for attendees at home. The key challenge is keeping your online audience engaged, so you’ll need to invest in interactive tools and high-quality streaming. This format is ideal for educational content, large-scale announcements, and reaching attendees who are unable to travel.
Niche and Industry-Specific Events
Sometimes, the most impactful events are the ones that cater to a highly specific audience. Niche events, like B2B conferences or specialized trade shows, bring together a curated group of people with shared interests and goals. This targeted approach makes them incredibly effective for lead generation, partnership building, and establishing your brand as an authority in a particular field. By focusing on a specific industry, you ensure that every conversation is relevant and every connection is valuable. You can attract top industry leaders and create an environment where meaningful business gets done.
How to Build a Targeted Attendee List
Your event marketing is only as strong as the list you build. A massive, untargeted list will get you nowhere, but a smaller, highly-relevant list can fill every seat with the right people. Building this list isn’t about casting the widest net possible; it’s about creating a curated guest list of people who will genuinely benefit from—and contribute to—your event. This is the foundation of your entire strategy. When you get the list right, every email you send, every ad you run, and every social post you share becomes exponentially more effective. It’s the difference between shouting into the void and having a meaningful conversation with people who are eager to listen.
Define Your Ideal Attendee
Before you can find your attendees, you need to know exactly who you’re looking for. Trying to appeal to everyone with generic messaging is one of the most common event marketing mistakes you can make. Instead, create a detailed profile of your ideal attendee. What is their job title? What industry are they in? What are their biggest professional challenges, and what solutions are they seeking? Think about what would make your event a can’t-miss opportunity for them. For example, The Event Planner Expo targets corporate decision-makers and event professionals who want to make game-changing connections. Knowing this allows for precise, compelling messaging that speaks directly to their goals.
Find and Collect Attendee Data
Once you have a clear picture of your ideal attendee, it’s time to find them. Your existing data is the best place to start. Look at past event attendees, current customers, and email subscribers. Beyond your own database, explore professional networks like LinkedIn, industry-specific forums, and trade association member lists. You can also use lead magnets on your website, like webinars or downloadable guides, to attract and collect contact information from interested prospects. The goal is to connect with specific audiences who are already engaged with your industry and looking for the value your event provides.
Segment and Personalize Your Outreach
A one-size-fits-all invitation won’t cut it. Your attendee list is full of individuals with different needs and interests, so your communication should reflect that. Segment your list into smaller, more targeted groups based on criteria like job title, company size, industry, or past engagement with your brand. For instance, you might send one message to C-suite executives focusing on networking opportunities and another to marketing managers highlighting educational sessions. This kind of personalized email marketing shows attendees that you understand their specific goals, making your invitation feel more relevant and compelling.
Keep Your Data Clean and Compliant
Your list is a living asset that requires regular maintenance to stay effective. Data hygiene is non-negotiable. Regularly clean your list to remove duplicate entries, fix typos, update outdated information, and honor all unsubscribe requests promptly. This not only improves your email deliverability rates but also ensures you’re respecting privacy regulations like GDPR and CAN-SPAM. Assigning someone to own this process and establishing clear best practices for maintaining your lists will protect your sender reputation and ensure your messages reach the right inboxes. A clean, compliant list is a reliable tool for driving event registrations.
The Best Tools for Managing Your Event List
Once you’ve built your attendee list, you need a system to manage it. Juggling spreadsheets and sticky notes just won’t cut it when you’re coordinating with vendors, speakers, and hundreds (or thousands) of guests. The right tools will keep you organized, help you collaborate with your team, and let you track your progress from the first announcement to the post-event thank you email.
Think of this as your event tech stack. You don’t need every shiny new app, but a solid combination of platforms will make your life infinitely easier. The goal is to create a seamless workflow where your data flows from one system to another, giving you a clear picture of your registration numbers, attendee engagement, and overall event health. This allows you to spend less time on manual data entry and more time creating an unforgettable experience. At The Event Planner Expo, we see firsthand how top-tier planners use technology to execute flawless events. Let’s break down the essential categories.
CRMs and Email Marketing Platforms
Your Customer Relationship Management (CRM) system is your digital address book, but it’s so much more than that. It’s where you store all your attendee data and track your interactions. Paired with a powerful email marketing platform, it becomes your command center for communication. These tools help you move beyond generic email blasts and send targeted, personalized messages that resonate with different segments of your audience.
You can automate reminders, send personalized follow-ups, and build future campaigns based on an attendee’s event history. For example, platforms like ActiveCampaign are designed to connect registration data from different sources, allowing you to create sophisticated marketing campaigns that feel personal and timely. This is how you build lasting relationships, not just a one-time attendee list.
Event Management Software
While CRMs handle relationships, event management software is built to handle the logistics of the event itself. These all-in-one platforms are designed to simplify the entire planning process. Tools like Cvent or Swoogo offer a suite of features that cover everything from building an event website and managing registration to handling ticketing and on-site check-in.
Instead of patching together five different tools, you can use one central hub to manage your core event operations. This consolidation saves you time and reduces the risk of data getting lost between platforms. Many of these systems also include built-in marketing features and robust reporting, giving you a comprehensive toolkit to run a successful event from start to finish.
Automation and Analytics Tools
Automation and analytics tools are the secret sauce that ties your entire tech stack together. They work in the background to connect your different platforms and give you the data you need to make smart decisions. Most modern event platforms offer integrations or APIs that let you sync registration data directly with your CRM or marketing automation software, ensuring your lists are always up-to-date.
These tools are crucial for tracking your key performance indicators (KPIs). They show you which marketing channels are driving the most registrations, how attendees are engaging with your content, and ultimately, what your event ROI is. By focusing on data, you can stop guessing what works and start making informed choices that improve every event you plan.
Pre-Event Tactics That Fill Every Seat
Once you’ve built a clean, targeted attendee list, the real work begins. It’s time to engage that list and turn potential attendees into registered guests. A successful pre-event strategy isn’t about sending one or two emails and hoping for the best. It’s about creating a consistent, multi-faceted campaign that builds excitement and clearly communicates the value of your event. This phase is all about creating a narrative around your event—a story that makes people feel like they need to be there.
The key is to meet your audience where they are, using a mix of channels to deliver your message. Think of it as a surround-sound experience; your event should pop up in their inbox, on their social feeds, and in industry publications they trust. By combining broad outreach with personalized communication, you can create a sense of momentum that makes your event feel unmissable. This isn’t just about selling tickets; it’s about building a community before the doors even open. The goal is to move beyond simple announcements and create genuine conversations that draw people in. Let’s break down the core tactics that will help you sell out your next event.
Promote Across Multiple Channels
Your ideal attendees are active on different platforms, so your promotion should be, too. A strong multi-channel strategy ensures your message reaches people in the spaces they frequent most. Start with the channels you own, like your email list and social media profiles, as these are your most direct lines of communication. From there, expand your reach.
Think about where your audience spends their time. Is it LinkedIn, Instagram, or industry-specific forums? Tailor your content for each platform. A professional update on LinkedIn will look different from a behind-the-scenes video on Instagram Stories. The goal is to create a cohesive campaign that feels present everywhere, reminding people of your event and making it easy for them to see your event schedule and register.
Launch Email and Social Media Campaigns
Email remains one of the most powerful tools for driving registrations. Create a sequence of emails that builds anticipation, from the initial announcement to early-bird reminders and last-chance-to-buy notices. Use compelling subject lines and personalize your messages with the attendee’s name or industry to make them feel seen. Your emails should be scannable, with a clear call-to-action that leads directly to your registration page.
On social media, focus on creating shareable content that sparks conversation. Announce your keynote speakers, share sneak peeks of the venue, and run contests or giveaways to generate buzz. Use a unique event hashtag to track conversations and encourage user-generated content. This creates a community around your event before the doors even open.
Partner with Brands and Influencers
You don’t have to handle all the promotion yourself. Your speakers, sponsors, and exhibitors have a vested interest in the event’s success and can help you reach new, relevant audiences. Make it incredibly easy for them to spread the word by creating a promotional kit. This kit can include pre-written social media posts, email copy, custom graphics, and a unique tracking link so they can see the impact of their efforts.
Collaborating with your partners turns them into an extension of your marketing team. When your event exhibitors share their involvement, it provides social proof and lends credibility to your event. This network effect can significantly expand your reach, bringing in attendees you might not have connected with on your own.
Avoid These Common Event List Mistakes
Building a high-quality event marketing list is a huge accomplishment, but the work doesn’t stop there. Even the most promising list can fall flat if it’s not managed correctly. A few common slip-ups can waste your budget, hurt your brand’s reputation, and lead to a room full of empty chairs. The good news is that these mistakes are entirely avoidable. By staying mindful of your data quality, compliance rules, and engagement strategy, you can ensure your hard work pays off and your event is a resounding success.
Using Inaccurate or Outdated Data
Sending invitations to a list full of incorrect email addresses and old phone numbers is like shouting into the void. Inaccurate data leads to high bounce rates, wasted ad spend, and skewed analytics that make it impossible to know what’s actually working. The root of this problem often starts with a failure to define a clear target audience, which results in collecting low-quality leads. If your list is a mix of ideal attendees and random contacts, your generic messaging will fail to connect. Regularly clean your list by removing inactive subscribers and correcting errors to keep your data fresh and effective.
Ignoring Privacy and Compliance Rules
In the world of event marketing, trust is everything. Ignoring data privacy regulations like GDPR and CCPA is one of the fastest ways to break that trust—and it can also lead to serious legal trouble. Always get explicit consent before adding someone to your marketing list, and make it incredibly simple for them to unsubscribe. Transparency is key; let people know what they’re signing up for and how you plan to use their information. Staying on top of data compliance isn’t just about avoiding fines; it’s about showing respect for your attendees and building a credible, trustworthy brand that people want to engage with.
Forgetting to Target and Engage
Having a perfect, clean, and compliant list is great, but it’s only half the battle. The next step is to use it effectively. A major mistake is failing to segment your list and personalize your outreach. Sending the same generic email to everyone—from C-suite executives to entry-level coordinators—is a missed opportunity. Develop a content marketing calendar that outlines a series of targeted messages for each audience segment. Share speaker announcements with one group, networking opportunities with another, and early-bird discounts with past attendees. Thoughtful, relevant communication is what turns a name on a list into an excited attendee in a seat.
How to Keep Your Event Marketing List Fresh
Building your event marketing list is a huge accomplishment, but the work doesn’t stop there. A list is a living thing; it needs regular care to stay effective. If you let it go stale, you’ll see your engagement rates drop, your bounce rates climb, and your event registrations suffer. A fresh, healthy list is your most valuable asset for filling seats and building a loyal community around your events.
Keeping your list in top shape means you’re always communicating with an audience that is genuinely interested in what you have to offer. This not only improves your campaign performance but also protects your sender reputation with email providers, ensuring your messages actually land in the inbox. Think of it as relationship management on a grand scale. You’re not just collecting contacts; you’re nurturing connections with potential attendees who are excited to hear from you. This ongoing effort is what turns a one-time attendee into a lifelong advocate for your brand and events.
Clean and Verify Your Data Regularly
Your list’s health starts with good hygiene. Over time, contacts can become outdated—people change jobs, switch email providers, or simply lose interest. Regularly cleaning your list removes inactive subscribers, fixes typos in email addresses, and eliminates duplicate entries. This isn’t about shrinking your list for the sake of it; it’s about improving its quality. A smaller, more engaged list will always outperform a large, inactive one.
Create a consistent process for data hygiene that you can follow quarterly or bi-annually. Use your email platform’s tools to identify subscribers who haven’t opened your emails in the last six months and consider running a re-engagement campaign to win them back. If they still don’t respond, it’s time to let them go. This keeps your list full of people who want to be there and ensures your marketing efforts are reaching an interested audience.
Monitor Engagement and List Health
Are people actually opening your emails? Are they clicking on your links? These aren’t just vanity numbers; they are vital signs for your list’s health. Paying attention to key metrics like open rates, click-through rates, and conversion rates tells you what content resonates with your audience and what doesn’t. If you see a sudden dip in engagement, it’s a clear signal that you need to adjust your strategy.
Ignoring these metrics is one of the biggest mistakes you can make in event marketing. Set clear goals for each campaign and track your performance against them. Low engagement not only means you’re failing to connect with your audience, but it can also harm your sender reputation, making it harder for your emails to get delivered. Use this data to refine your messaging, test different subject lines, and give your audience more of what they love.
Focus on Continuous List Growth
A healthy list is always growing. Even with regular cleaning, you’ll naturally lose some subscribers over time, so you need a steady stream of new, interested contacts coming in. This means actively promoting your email list across all your marketing channels. Add sign-up forms to your website, create compelling lead magnets like exclusive content or early-bird discounts, and encourage sign-ups on your social media platforms.
Don’t just focus on quantity; aim for quality. Use segmentation from the start by allowing new subscribers to choose their interests. This helps you send more relevant, personalized content right away. By leveraging various marketing platforms, you can attract a wider audience and ensure your list is constantly being refreshed with people who are excited about your next event.
What Metrics Actually Matter for Event Marketing?
You’ve planned an incredible event, the doors are open, and people are showing up. But how do you really know if it was a success? It’s easy to get caught up in vanity metrics like social media likes or the sheer number of people in the room, but the numbers that truly matter are the ones that connect directly to your business goals. Tracking the right key performance indicators (KPIs) is what separates a good event from a great one. It shows you what worked, what didn’t, and gives you a clear roadmap for making your next event even better. This isn’t just about feeling good about the turnout; it’s about creating measurable impact and proving the value of your hard work to stakeholders, clients, and your leadership team.
When you focus on the right metrics, you move beyond assumptions and into data-driven decisions. Did that new networking lounge actually lead to more connections? Was the keynote speaker as impactful as you hoped? The answers are in the data. By defining your success metrics before the event even begins, you can build tracking mechanisms right into your strategy. This could mean using event tech to monitor session attendance, implementing lead capture tools for exhibitors, or sending out targeted post-event surveys. The goal is to gather concrete evidence that your event achieved its objectives, whether that was generating sales leads, building brand awareness, or fostering a community. Let’s break down the core metrics that will give you a clear picture of your event’s performance.
Attendance and Engagement
Attendance is the first metric everyone looks at, and for good reason—you can’t have an event without attendees. But don’t just stop at the final headcount. Dig deeper by comparing registration numbers to actual check-ins to understand your attrition rate. More importantly, focus on engagement. Are people actively participating in sessions? Are they asking questions, networking through the event app, and visiting exhibitor booths? Post-event surveys are your best friend here, giving you direct feedback on what resonated most. After all, an engaged attendee is far more likely to walk away with a positive impression of your brand and your message.
Lead Generation and Conversions
Events are a fantastic way to meet potential customers and generate high-quality leads. Unlike a digital ad, an in-person or virtual event allows for genuine, interactive conversations that build real trust and rapport. Your main goal here is to track how many new leads you acquired. This could be through badge scans at your booth, demo sign-ups, or contact information collected during registration. But don’t stop there. The real magic happens post-event. Track how many of those leads convert into meetings, sales opportunities, and ultimately, paying customers. This is how you directly connect your event marketing efforts to tangible revenue growth.
Calculating Your Event ROI
At the end of the day, it all comes down to return on investment (ROI). This is the metric that proves the financial value of your event to even the most skeptical executive. To calculate your Return on Investment, you need to compare the total revenue generated from the event against the total cost of producing it. Costs include everything from the venue and catering to marketing spend and staff time. Revenue isn’t just ticket sales; it’s also the value of new deals closed from event-generated leads and any new sponsorships secured. A positive ROI shows that your event was not just a great experience but a smart business investment.
Your Event Marketing Action Plan
With your strategy in place, it’s time to map out the specific steps that will turn your vision into a sold-out event. A solid action plan is your roadmap, guiding your efforts from the initial announcement to the final thank-you email. It breaks down the entire process into manageable tasks, ensuring nothing falls through the cracks. Think of this as your go-to checklist for creating buzz, driving registrations, and making a lasting impact. By focusing on these key areas, you can build a promotional engine that works efficiently and delivers real results, helping you connect with the right people and achieve your event goals.
Set Clear Goals and a Realistic Budget
Before you send a single email, you need to know what success looks like. Are you aiming for a specific number of attendees, a certain amount of revenue, or a set number of qualified leads? Define specific, measurable goals that will guide every decision you make. Alongside your goals, create a detailed budget. Account for everything from venue costs and speaker fees to marketing software and ad spend. A well-planned budget prevents overspending and helps you allocate resources where they’ll have the greatest impact.
Map Out Your Content and Promotion Calendar
Consistency is key to building momentum. A content calendar is your best friend here, helping you plan and schedule all your promotional activities. Outline your email campaigns, social media posts, blog articles, and any paid advertising efforts. Decide when you’ll announce your event, reveal your list of speakers, and launch early-bird pricing. This organized approach keeps your messaging consistent and ensures you’re engaging your audience with fresh, relevant content at every stage leading up to the event, just as planners decide which trends are worth investing in.
Define Your Metrics and Plan for Follow-Up
How will you measure the success of your marketing efforts? Establish your key performance indicators (KPIs) early on. Track metrics like email open rates, social media engagement, registration numbers, and ticket sales. These numbers will tell you what’s working and where you might need to adjust your approach. Just as important is your post-event plan. The conversation doesn’t end when the event does. Prepare your follow-up emails, attendee surveys, and recap content in advance. This ensures you can nurture those new relationships and keep the engagement going long after the doors close.
Frequently Asked Questions
My event marketing budget is tight. Where should I focus my spending for the biggest impact? If you’re working with a limited budget, concentrate your resources on the channels you own and control. Your email list is your most powerful asset, so invest time in crafting a compelling email sequence. Beyond that, focus on organic social media by creating valuable, shareable content. If you do have a small amount to spend on ads, put it all toward the single platform where you know your ideal attendee spends the most time, rather than spreading it thinly across multiple channels.
How often should I email my list without annoying them? There isn’t a magic number, as the right frequency depends on the value you provide. Instead of focusing on how often you send, focus on making every email count. Early in your promotion, one email a week might be plenty. As the event gets closer, you can increase the cadence to build urgency, especially for early-bird deadlines or last-chance reminders. The key is to ensure each message offers something new—a speaker announcement, a session highlight, or a networking opportunity—so your audience always has a reason to open it.
How do I keep both my in-person and virtual audiences engaged during a hybrid event? The secret to a successful hybrid event is treating your two audiences as distinct groups with unique needs. Designate a dedicated host or moderator for your virtual attendees to facilitate conversation and answer questions in real-time. Use interactive tools like live polls, Q&A sessions, and virtual breakout rooms to keep them actively involved. You can also create exclusive digital content or behind-the-scenes access to make the online experience feel special, not like a secondary thought.
What’s the single biggest mistake to avoid when building an attendee list? The most critical mistake is failing to clearly define your ideal attendee from the very beginning. Many planners start by trying to collect as many contacts as possible, but a large, untargeted list is almost useless. If you don’t know exactly who you’re trying to reach—their job title, their challenges, their goals—your messaging will be generic and ineffective. Taking the time to create a detailed attendee profile first makes every other step, from finding data to writing copy, infinitely more successful.
When is the best time to measure my event’s ROI? Calculating your event’s return on investment is a process, not a one-time task. You can do an initial calculation right after the event by comparing your total costs to immediate revenue from ticket sales and sponsorships. However, the true ROI often reveals itself over the following months. You need time to track how many leads generated at the event convert into actual customers. Plan to review your numbers at the 30, 60, and 90-day marks to get a complete picture of your event’s financial impact.
Build a Winning Event Marketing List and Drive Sell-Out Success
Mastering your event marketing list transforms average turnout into sold-out crowds. Start with a clear attendee profile, source quality data, segment for personalized outreach, maintain strict compliance, and leverage tools for ongoing growth. Track meaningful metrics like engagement, leads, and ROI to refine every campaign. These steps don’t just fill seats—they create loyal communities and measurable business impact. Put them into action at The Event Planner Expo, where you’ll gain insider strategies, connect with top professionals, and elevate your planning game for real results.
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