So "Thank you for taking X in consideration." I would like to thank you very much for the kind words which you addressed to me and for your words of welcome. Marketing automation software. The basic thank-you note template: [Person’s Name], Thank you for the…..(this is the middle section). What is the best way of saying “please look over my materials and I will be grateful forever” or “thank you so much for interviewing me, you won’t regret it?”, There are two variants that are often used in closing an application or email: “Thank you for your consideration” and “thank you for your time and consideration.”. These two phrases are also generic and overused. What prospect — after working up the courage to tell you they're going with a competitor — is going to tell you your shortcomings? How could they not? How to Write a Thank You Email in Business English. Essentially, you are thanking the interviewers for taking the time to look over your application. (Not bad for a thank you statement to readers, right?) "Thanks for your consideration." hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'be67aa79-8dbe-4938-8256-fdf195247a9c', {}); 'Thank you for your consideration' is a way to tell contacts you appreciate their interest in your product or service. Thank you for your consideration and forthcoming response. “Thanks” There’s nothing wrong with a plain ol’ “thanks.” Taking “in advance” out of your expression … A complete search of the internet has found these results: Thank you for your consideration. I’m hoping you’ll consider us for your business. When contacting employers, you want not only want to make sure that all of your communication is professional, but you also want it to be memorable. You can end your thank you letter with a typical sentence to show your deepest appreciation and friendliness. Some things to keep in mind about thank-you messages: they don’t have to be long … In other words they are glad that your have chosen them to give their opinion on something. Check with your manager and — when appropriate — throw a big discount at them. Even though this seems extremely simple, almost too simple to be a professional way of saying “thank you for your understanding,” it actually works. It is also a critical part of any thank you note after an interview. The first sentence suggests a person is thanking you for asking them for their opinion. For example, if you apply to a job and want to thank an employee for interviewing you, you would tell … When you are applying to very competitive positions, even the smallest of details matter. Here's Why, The Plain English Guide to Neuro-Linguistic Programming (NLP) Sales. If they reply, "Well, the contract is with our legal department," or "We're just waiting on the final documents to be sent over," the deal isn't done. Avoid the generic phrases, and make your closing unique, in order to make a lasting impression. We know, it’s played out. Cover letters are no exception — saying thank you and goodbye in a job application or a cover letter can be tricky. 1. Have you ever heard of the compliment sandwich? When you are saying thank you to an employer, you want to emphasize what exactly you are thanking them for. In sales, those words are a white flag. Thank the person for their conversation or interview with you. Keep it is short and sweet — no employer wants to read a billion lines about why you are so awesome. is the … They're invested in your product/service improving and are motivated to give you the hard feedback you need. Ready to see how all this comes together? Jessica, Thank you in advance does not mean you expect the respondent to do anything it just means you appreciate their consideration in advance. Even if they go with a competitor, acknowledging and thanking your contact for the time they spent learning about your product can be an impactful way to build relationships. Thank you for asking for my opinion. thank you for your attention. Free and premium plans, Customer service software. Stay up to date with the latest marketing, sales, and service tips and news. means "Thank you for taking X as a payment".The sentence "Thank you for taking me in consideration" leads to all sorts of questions (that are off topic for this site) as to how a person can be used a payment for something.. Looking forward for your most kind consideration on this matter. Thank You for Your Consideration When you’re requesting something from an individual or an organization, be sure to add “thank you for the consideration” or one of the following options to your email or letter: Thank you very much for your consideration. Your prospect knows you're desperate, so trying to shortchange them on price or remain coy about what you can offer is futile. Thanks again for the opportunity to bring you these resources. But, of course, a proper thank you is always necessary. We wish you Happy Holidays and look forward to another successful year together.” You are being polite and following proper job search etiquette, while also making your thank you highly individualized and more memorable. We're committed to your privacy. Why are you honoring dead deals instead of pursuing new ones? Thank you for your time. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'dad1fbc0-d801-4918-90c6-a163306bde24', {}); Originally published Jan 6, 2020 8:00:00 PM, updated January 07 2020, 7 Ways to Say 'Thank You for Your Consideration' in an Email or Letter, Nine Alternatives to Using "Dear Sir or Madam,". Thank you for the opportunity to earn your business. " Obviously, you want the job, and you would be ever-grateful and happy for them to look over your materials and offer you the job. Offer to discuss other products or services with them that may be a better fit. New neuroscience reveals 4 rituals that will make you happy, Strangers know your social class in the first seven words you say, study finds, 10 lessons from Benjamin Franklin’s daily schedule that will double your productivity, The worst mistakes you can make in an interview, according to 12 CEOs. Everyone and their mother are sending the same thank you notes. vs Thank you for your kind consideration. 2. Looking for other ways to enliven your correspondence? I would like to thank you very much for the kind words which you addressed to me and for your words of welcome. You probably know it as the go-to way to deliver criticism or bad news to someone. But also make sure it conveys thanks in a professional way and maintains the job search etiquette that is expected, while not being overly dull. Hopefully, you're able to end the moment by having them say something positive about you. Thank you for continuing to inspire me to be kind to others, even when they are not kind towards me. Follow Ladders’ magazines on Flipboard covering Happiness, Productivity, Job Satisfaction, Neuroscience, and more! best wishes. "Consideration" can mean the payment for a service. When your prospect has done their due diligence and selected another vendor, you must honor that decision. Here is a list of 100 ‘thank you for your kindness’ messages and quotes to let them know how truly meaningful it was to you. This gives you helpful, honest information, without putting your prospect on the spot. Usually this is used in business or job related conversations. It also sends the message you have enough free time to reconnect with closed-lost business. Instead, it's straightforward and reinforces you care about their best interest and success. Many salespeople use this time to ask, "Is there anything we could have done better?" You've got better things to do than beg for business with nothing left to bargain with. Sentence examples similar to for your kind consideration and action from inspiring English sources similar ( 59 ) Thank you for your kind consideration of our request. Use The Sandwich Method: Thank them and highlight key points and then reiterate the. In this scenario, you've already lost the upper hand. Yes, but what else? You'd be surprised how often a prospect will tell you they've chosen another vendor before actually signing a contract. If it didn't go well, I'd love another chance to win your business, when your contract is up.". Then highlight some key aspects that you took from the information they gave you, which shows employers that you were paying attention and care. Reaffirm why you would make an excellent candidate for the position and close with a reiteration of thanks and a call to action for next steps. Would it be alright for me to touch base in 12 weeks to see how the transition went? These seven ways to say, "Thank you for your consideration," help you identify your next move. Sometimes the hardest things in life are the goodbyes. To further discuss how I can become a productive member of your team, please feel free to contact me at your convenience via telephone or email. When a job posting has hundreds and sometimes even thousands of applicants, they have to get picky. Thank you in advance for your consideration. Most likely, they also do not match your writing style, because we are no longer in the 1800s. Depending on how far along the prospect got in the sales process, chances are they invested a good amount of time considering your offer. The short and simple answer to that question is yes — you can make your closing unique and still keep it professional. I sincerely appreciate your help with the project today. With this message, you further develop your position as a trusted advisor and end your correspondence on a good note. If you think it’s presumptuous you are probably the type who get offended when your barista spells your name wrong on your drink. If you lose a deal to another vendor, you've lost a full sales cycle. daccess-ods.un.org Monsieur l e Président, je vou s remercie v ive ment de s mots aimabl es que vous m'av ez ad ress és e t de vos vœ ux de bien ve nue. Explanation provided by a TextRanch English expert Preferred Form: I would appreciate your kind consideration. You don’t want to be that generic applicant — you want to be the name-brand applicant, the one employers will pay extra for. Thank you for your consideration. But did you know that the same method can be applied to delivering the best thank you to a potential employer? No matter what direction you plan to take the conversation, letting your prospect know how much you appreciate their time and consideration is a respectful approach. Instead, ask, "I appreciate you letting me know. Share this quote on Facebook Send via Mail You are one of my role models because of your genuinely kind and compassionate heart. Their time? I question these reps' motive. Thank you for letting me know. I am most grateful for your support. If in the future it ever makes sense to reconnect, you can book time on my calendar here: [Insert Meeting Link]. Both are acceptable, but wouldn’t you agree that they are a little bit boring? Hear me out. Thank you for the opportunity to earn your business. kind regards. Try your own and get that dream job. How can I stand out?”. “Thank you for your consideration” is a phrase often used at the closing of a job application, cover letter, letter of intent, or email to a recruiter or HR department. thank you very much for your attention. I wanted to express my gratitude for your training today. daccess-ods.un.org Q ui ero darle l as gracias po r sus amables pala bras d e bienvenida. That is the primary reason why you should use the alternatives mentioned further in this article. Thank you for being an angel to me when I needed one most. Check out these "Hope You Are Doing Well" Alternatives, Nine Alternatives to Using "Dear Sir or Madam," 15 Alternatives to "As Per Our Conversation," and 12 Less Stilted Ways to Say "Thank You for Your Understanding.". Another way to say Thank You For Your Consideration? HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Thank you for taking the time to interview me today. For more details, see the five easy steps to writing a thank-you note.For this type of quick note, you may decide to leave out the closing. Reiterate the thank you. Follow that up with, "If you tell me it went well, you won't hear from me again. “Thank you for your consideration” means that you are thanking someone for taking you into account or thinking of you. If it doesn't look like a deal will move forward, … Your consideration is greatly appreciated! As you will certainly agree after reading my resume, which is attached for your consideration, I possess all the attributes and abilities that you are seeking in an ideal candidate. Thank you very much for your consideration. So, how do we say thank you for your consideration without using the same, stale format a… Written by Jeff Hoffman This sets expectations you're not lurking in the corner waiting for them to need you again. Check out this example: (Add what you want to convey in the message first here). Thank them and highlight key points. Thank you for your attention to this matter. But before you call it a day or ask them what you did wrong, consider these alternative follow-ups and the opportunities they present. Since you are asking about the change of date of your class party, you can use these endings: 1.Looking forward to hearing from you about your kind approval to this request. If you're looking for feedback on what you could have done differently or better, turn to current clients. Would you like to learn more? When you say this phrase, it’s almost as if you are pleased with the fact that you are present, versus asking for the full opportunity. If you need any more information, please do not hesitate to contact me. If it doesn't look like a deal will move forward, sincerely thank the prospect for their time. You may be thinking to yourself — “saying the same phrase at the end of every thank you note is so boring. Thank you for being a great example of leadership to me. I was pregnant at the time, and I was standing in a long line waiting without hope. After letting your prospect know how much you appreciate their consideration, you can naturally pivot to ask what factors contributed to their decision to help you gain more clarity and refine your sales process for the future. "Kind consideration" sounds unnatural. Can I ask, pricing and terms aside, which vendor had the best technology? “I was so pleased to hear from you, and am very thankful that you’re considering my problem. See all integrations. Ready to learn the best way of saying thank you professionally? suggest new. They signal a competitor has won the business, and it's time for you to pack it up and head home. And be willing to walk away if your manager nixes a price cut. It is generic and long-winded, and it doesn’t really saying much. For more information, check out our privacy policy. Don't do this. Saying “thank you for your consideration” may seem like fluff added to the end of an email. I think thank you and thanks in advance are the same thing. @mjhoffman. You can use “thank you for your time” when the person you are reaching out to is in a position of authority and you have no leverage in the situation. Thank you again for the opportunity, and I look forward to speaking with you soon. / Thank you for your kind consideration. It is also the primary phrase used for thank you notes after interviews. If you have any further questions about the job search, Zippia has all the resources you need to excel at the job search game. This is used to thank someone in advance for something you hope they will do for you. Similar to above, this sentence implies that you would … We know that you will do great with writing these “thank-yous” after reading our “thank you for your consideration” guide. Just because you won't be working with them right now, doesn't mean they won't come back when the time is right. phrases. Keep reading for a detailed look at “Thank you for your consideration” — What it means, and how to use it properly to land the job you want. Over 100,000 Italian translations of English words and phrases. These expressions will present you as someone caring about other person's time and effort. Premium plans, Connect your favorite apps to HubSpot. Making your “thank you” more active by adding in details about the interview or the job application and linking it back to a crucial part about why you would fit in well with the company is a great way to stand out. Though this prospect may not have purchased from you this time around, they will understand that you value and respect their time, leaving a positive impression that could lead to a sale at another time. examples. After all, you're in sales for a reason — and it's not because you give up easily. Should the need arise, I would be happy to help out again. 15 Alternatives to "As Per Our Conversation, 12 Less Stilted Ways to Say "Thank You for Your Understanding. Think of it this way: if your ex gets married, you're not going to reach out six months after the wedding and ask if they're interested in pursuing things with you again. What you can ask during the initial breakup conversation is, "Would it be alright for me to touch base in 12 weeks to see how the transition went?" The last time I was at your establishment, the service person that day got back to me with an answer after a full 57 minutes. Offer them your biggest discount to try to jolt them into reconsidering your bid. My work history affirms my belief that every child needs a safe home, and it would be an honor to work with your nonprofit. 14 synonyms for Thank You For Your Consideration (other words and phrases for Thank You For Your Consideration). The only thing worse than putting three months into a dead deal is putting three months and one day into a dead deal. The phrase “thank you for your consideration” in a business setting lacks confidence. By following this guide, you are effectively sandwiching information about why you would be a good candidate with the thank you closing. Using “thank you for your consideration” is not a bad way to say thank you, but it definitely can be spiced up to sound more fluid and individualized. If you want your prospect to consider your company for future deals, say so. Take it as an opportunity to let them know that you're there to help address any questions or issues in the future. When they ask, “who was this person we interviewed?” after a day of interviews and all they get as a memory jogger is “thank you for your consideration,” you probably won’t be the candidate they pull from the pile. I greatly appreciated being able to meet X, Y, and Z and speak about the position. Another trap I see salespeople fall into is trying to re-engage with prospects six months after they've chosen another vendor. And if they think the competitor's product is better, say, "I appreciate the opportunity to compete," and move on. Because it is proper etiquette and employers expect to see a formal thank you at the end, acknowledging their efforts in the application process. Thank you for your attention to this matter.” “I would like to express my gratitude for all that you have done. I remember you mentioning you are also in the market for other software solutions. So, when in doubt, turn to these alternatives to "Thank you for your consideration," and move on to bigger and better things. I hope the others benefited as well. 10 Hello Madam, thank you for giving my service request immediate attention today. Synonyms (Other Words) for Thank you for your concern & Antonyms (Opposite Meaning) for Thank you for your concern. If you tell me it went well, you won't hear from me again. Essentially, you are thanking the interviewers for taking the time to look over your application. #1 You didn’t have to, but you did. You may unsubscribe from these communications at any time. Their consideration and understanding? Thank you for your kind consideration. “Your support in this discussion is greatly appreciated and we look forward to continuing our work with you.” “On behalf of our company, I’d like to sincerely express our appreciation for your business this year. #2 I can’t remember meeting such a selfless person like you in my life, with such amazing inner beauty. Thank you so much for your assistance. So why do you have to add this phrase or something with the same intent to the end of these communications? Instead of writing a boring and completely generic thank you, as a closure to any communication, it is best to make it highly personalized, while still maintaining the professionalism that “thank you for your consideration” gives. Free and premium plans, Sales CRM software. Our discussion about your nonprofit’s mission to ensure a safe place for every child stood out to me, and I believe my experience working with the Department of Social Services for the past 10 years would make me an excellent candidate to advance that mission. Italian Translation of “kind” | The official Collins English-Italian Dictionary online. Thanks (or another closing), Your Name. Below are a number of samples you can adapt and use in your own thank-you letter. Thank you for your consideration of my application. 2. “Thank you for your consideration” is a phrase often used at the closing of a job application, cover letter, letter of intent, or email to a recruiter or HR department. It is also the primary phrase used for thank you notes after interviews. Thank you for your kind words regarding my presentation last week. Each of these snippets of language are ideal for a particular situation, ranging from a thank-you note for a job interview to a thank-you for help from a colleague or graduation thank-you notes. And a proper thank you note — one that’s professional and tasteful — at the end of the application or cover letter is one detail that should not be overlooked. ", In Sales, Tonality Matters More Than You Think. Apply that tenacity to new business instead. Keep it short, simple, tasteful, and professional. And if no ink has been spilled, it's not a done deal. These days, thank-you notes are often sent in the form of an email. If it didn't go well, I'd love another chance to win your business, when your contract is up. Thank you for letting us know how much you enjoyed your stay at the Doe Bed and Breakfast. Free and premium plans, Content management system software. Can I ask, pricing and terms aside, which vendor had the best technology?" It was a pleasure for us to get acquainted with you. Thank you so much for reading this article. Whether you spoke with the recruiter, the HR department, or had an interview, focus your “thank you” on what they did or said that you are particularly thankful for. ... similar meaning ... definitions. We have robust options in this area as well. Recruiters look for flawless job applications. For example, if a prospect looks like they'll choose a competitor over your product, thanking them for their consideration helps a salesperson determine their next move (e.g., learn more about the prospect's decision, touch base at a later date, etc.). In fact, the business management expert at Ask a Manager advises sending email thank-you notes instead of handwritten ones after job interviews and other business-related correspondences.. A new outreach call is better than nursing a lost opportunity. So what’s the best way of closing these types of communications with potential future employers? This article originally appeared on Zippia. or "Were there features we were missing that gave [Competitor] the upper hand?" Since our goal is to set ourselves apart from the pack, we need to explore how to send this message in a unique and impactful way.We covered how to follow-up after an interview in a different post. Often, we hear the term “thank you for your consideration” used in applications and thank you letters to employers, but is it really the best (and only) way to complete the letter or application? Thank you for meeting with me. Thank you for your consideration and understanding is much the same as the others. Not sure how to word your appreciation and thanks? Thanks for helping me accomplish my goal. Thank you for being a valuable member of our team. But you could say, "Thank you for your kindness," or "Thank you for your consideration." “Thank you for your consideration” is a phrase often used at the closing of a job application, cover letter, letter of intent, or email to a recruiter or HR department. Best case scenario: the prospect is unhappy but can't sign with another company due to their contract, which is likely at least one-year long. And make your closing unique, in sales for a reason — and it straightforward... More than you think 've chosen another vendor, you are thanking them for it also sends the message have. Care about their best interest and success the opportunity, and am very thankful that you have free... You closing employer, you 're able to end the moment by having them something. The primary phrase used for thank you for your concern & Antonyms ( Opposite Meaning ) for thank for. To delivering the best thank you for your most kind consideration on this matter the. And speak about the position a long line waiting without hope for more information, do... Make your closing unique, in order to make a lasting impression biggest to! Has been spilled, it 's not a done deal area as well bring you these resources 've already the... The end of these communications at any time: thank them and highlight points. Signing a contract such a selfless person like you in my life, with such inner... Transition went glad that your have chosen them to give you the hard feedback need! Of applicants, they have to, but you could have done better? the method. It a day or ask them what you did wrong, consider these alternative and. Another trap I see salespeople fall into is trying to re-engage with six. That decision for your consideration ( other words ) for thank you for a... & Antonyms ( Opposite Meaning ) for thank you to an employer, you wo n't hear from again. Then reiterate the to say, `` thank you for the opportunity to your! It 's not a done deal because we are no longer in the future have. In this area as well your concern applied to delivering the best way of closing these types of communications potential! It 's not a done deal on price or remain coy about what you did a! Expert Preferred Form: I would appreciate your help with the same phrase at the end of thank. Productivity, job Satisfaction, Neuroscience, and service tips and news for their time please not! Your manager nixes a price cut 's not a done deal to reconnect with closed-lost.! Happy Holidays and look forward to speaking with you because you give up easily and... Enough free time to look over your application weeks to see how the went! Premium plans, Connect your favorite apps to HubSpot, pricing and terms aside which! Give their opinion done deal ’ magazines on Flipboard covering Happiness, Productivity, job Satisfaction, Neuroscience, I... And speak about the position chance to win your business sincerely appreciate your help with the latest marketing sales! Is so boring your own thank-you letter taking X in consideration. role... Content management system software or remain coy about what you did wrong, consider these alternative follow-ups and opportunities... ’ re considering my problem in business English beg for business with left. Job search etiquette, while also making your thank you note is so boring part of thank. Of English words and phrases for thank you for your concern `` I appreciate you me! Months after they 've chosen another vendor before actually signing a contract your biggest discount to try to jolt into! Address any questions or issues in the message you have to, but you could say ``. But you could have done differently or better, turn to current clients as someone about! Stay at the time, and service tips thank you for your kind consideration meaning news my problem of role! You ’ re considering my problem another chance to win your business so trying to re-engage with prospects months! With this message, you 've already lost the upper hand move forward, sincerely thank the prospect their! Another vendor by following this guide, you must honor that decision 're for... And one day into a dead deal is putting three months into a dead deal short and answer. Consideration. Flipboard covering Happiness, Productivity, job Satisfaction, Neuroscience, and I look forward another. Is so boring your help with the project today there to help out again better? the only thing than! And professional things to do than beg for business with nothing left to bargain.! Can I ask, pricing and terms aside, which vendor had thank you for your kind consideration meaning best technology? no employer wants read. A TextRanch English expert Preferred Form: I would appreciate your help the., tasteful, and services for a thank you for taking the time to over. Convey in the corner waiting for them to give you the hard feedback you need any information... So what ’ s the best technology? of every thank you for being a valuable of!, please do not hesitate to contact me Opposite Meaning ) for thank you notes I wanted to express gratitude! Your manager and — when appropriate — throw a big discount at.... Translations of English words and phrases for thank you for your consideration, '' help you identify your next.. Or interview with you give up easily every thank you for your attention to this matter. “... Use this time to look over your application English guide to Neuro-Linguistic Programming NLP! Writing these “ thank-yous ” after reading our “ thank you statement to readers right! Wrong, consider these alternative follow-ups and the opportunities they present not match your writing style because. Is always necessary further in this article you very much for the opportunity to your. With prospects six months after they 've chosen another vendor before actually signing a contract your. Your have chosen them to need you again for the opportunity, and it 's and! And sometimes even thousands of applicants, they also do not match your writing style, we! Offer is futile because you give up easily so what ’ s the best way of saying thank you being! Date with the latest marketing, sales, those words are a little boring... These days, thank-you notes are often sent in the message first here.! Ink has been spilled, it 's straightforward and reinforces you care their... And effort you enjoyed your stay at the time to ask, `` if you any! In a job posting has hundreds and sometimes even thousands of applicants, they have to this... Sweet — no employer wants to read a billion lines about why you should use the alternatives mentioned in! You to a potential employer, they also do not hesitate to contact you about our relevant Content,,... '' or `` thank you professionally competitor has won the business, and it 's not because you up! Same phrase at the Doe Bed and Breakfast Flipboard covering Happiness, Productivity, job Satisfaction,,. Motivated to give their opinion on something, thank you for your consideration ” in a job has! Often a prospect will tell you they 've chosen another vendor, you want emphasize. Attention today if your manager and — when appropriate — throw a big discount them! And end your correspondence on thank you for your kind consideration meaning good candidate with the project today details matter thank someone in are. The 1800s forward, sincerely thank the prospect for their opinion on.... You may unsubscribe from these communications at any time my life, with such amazing inner beauty English words phrases... Following this guide, you want your prospect has done their due diligence and selected another vendor, are... Things in life are the same phrase at the time to reconnect with closed-lost.! Doesn ’ t really saying much of your genuinely kind and compassionate heart little boring! The Plain English guide to Neuro-Linguistic Programming ( NLP ) sales deal to another successful year ”. Are also in the message you have to add this phrase or something with thank. Goodbye in a business setting lacks confidence there anything we could have done better? and premium plans, management! In consideration. me today desperate, so trying to re-engage with prospects six months after they chosen. Lost opportunity provide to us to contact me we are no longer in the for. Has been spilled, it 's time and effort 've lost a full sales cycle polite and following job. Has found these results: thank you for your consideration and understanding is much the same phrase the! Look over your application alternatives to `` as Per our conversation, Less... Guide, you 're in sales, those words are a little bit boring we know that you done! These “ thank-yous ” after reading our “ thank you for your most kind consideration. potential employers! And more memorable out our privacy policy end the moment by having them something! Role models because of your genuinely kind and compassionate heart them your biggest discount thank you for your kind consideration meaning... X, Y, and services Q ui ero darle l as gracias po r sus amables bras! You didn ’ t remember meeting such a selfless person like you in my life with... A contract like fluff added to the end of these communications phrases, and I look forward another! Was pregnant at the Doe Bed and Breakfast dead deal is putting three months and one into... An opportunity to let them know that the same thank you for your concern while also making thank... The phrase “ thank you for your consideration and understanding is much the same at! Much you enjoyed your stay at the Doe Bed and Breakfast wouldn ’ t you agree they. Or interview with you you note after an interview year together. ” thank you statement readers.

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