[MUSIC] There are two types of relationships we can build using social. Engagement marketing results in an anonymous relationship. Therefore, we can not track the revenues and profits from our social marketing investment. The second type of relationship is one to one. A one to one relationship means you can link social activities to your sales and marketing systems. This tracks the relationship from first engagement to last purchase. From a social perspective, you can assess the profitability of your social investments and better understand the role social plays in your organization's marketing mix. Today, both patient and trigger event communities are seeking organizations and experts to help them with their mission. In the digital marketplace, consumers reject pushy sales advertising. So we will avoid it by assisting them first. And then sell them when they are ready to buy. EMBRACE is an acronym that helps you remember the nature of the social relationship you want to develop with your target market. EM stands for empowering. We are going to give them tools and content to help them achieve their mission. BRACE stands for Brand Activated Community Engagement. What these letters mean, is we are going to invest as a brand in tools, sites, and activities designed to activate a relationship between your brand and a high-value community. We will develop a social strategy to engage them by empowering them to achieve their goals. The nurture marketing and social IMC strategies are two types of embrace marketing. Nurture marketing is designed to develop a sales relationship with social visitors. It moves an individual to the product purchase journey. Social IMC has more of a community focus. It is designed to let your organization assist the community in reaching its goals. Then effectively,it positions you as a brand of preference when community members are ready to buy. As you will see, each of these social strategies is being used by all sizes of organizations throughout the world. Companies from start up to Fortune 100 firms, for profit and not for profit, selling all types of products and services are using these two strategies effectively today. The two EMBRACE strategies have these characteristics in common, they are both goal oriented. Both strategies are designed to help an individual or a community reach its goals. Use social monitoring to learn what they are seeking and then, tailor your strategy to the needs of the group. They are also one to one relationships. These strategies are designed to be executed at the individual level throughout the relationship. They are also database driven. Most strategies monitor the relationship between your organization and the individual from start to finish. This allows us to respond when they are ready to buy, and as their needs and wants change. Finally, they are long-term relationships. Each of these strategies builds a long-term relationship with the individual. As community members, use your social assets. You will build a knowledge base on who they are and what they are seeking to continually meet their needs. So let's start our exploration of EMBRACE social marketing beginning with the nurture marketing strategy. [MUSIC]