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7 Tips for Small Business Marketing

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Joe Martin


If you want to get your small business off the ground, you know how important it is to attract new customers. Without any new customers, your business would have no way of expanding and growing. And one of the quickest ways you can broaden your customer base is by harnessing the power of marketing.

But small business marketing isn’t something that just happens overnight. A successful strategy needs lots of planning, research, and effort — none of which can be done without the right information. To help you get started on your small business marketing plan, we’ve put together this handy starter guide of 7 tips for marketing a small business.

1. Email Marketing

Email is a great way to market your small business. It’s quick, easy, and inexpensive to set up a newsletter or email campaign. Plus, you can use it to showcase your products and services and bring people back to your website. Email marketing also allows you to target specific groups of customers based on your analytics data, which can help to improve your ROI.

Moreover, email marketing is a great way to get customers’ attention and keep them engaged with your brand. Here are some things to consider when using email marketing as part of your small business strategy:

  1. Use a newsletter to build relationships with customers.
  2. Send coupons and discounts using email marketing.
  3. Use email marketing to promote special events.
  4. Make people feel like a part of your brand by sending them exclusive content.
  5. Offer freebies or discounts in exchange for an email address.
  6. Give people more than one way to opt-out of receiving your emails.
  7. Always follow up with buyers.

No matter what, make sure your email marketing efforts align closely with your business goals. If you don’t have a way to measure how effective your campaign is, then there’s no point in sending out emails.

2. Increase Brand Awareness

Increasing brand awareness is one of the most essential steps in building a successful small business. You can do this by creating an effective social media strategy and establishing yourself as a thought leader in your industry. Building relationships with influencers will help to spread the word about your brand online and offline through word-of-mouth marketing campaigns.

Having a strong brand can also be appealing to potential customers. Customers are more likely to buy from a brand they trust, so developing a strong reputation is crucial for building your business.

Customer service is another important aspect of building a great brand. You need to provide customers with the best customer experience possible to win them over. This can mean offering quick responses on social media, answering questions and inquiries quickly via email support, or even providing phone support for customers who prefer it.

3. Develop a Detailed Marketing Plan

If you want to be successful at marketing your business, you should have a detailed plan in place to help you track and reach your goals. This plan should include the steps you need to take to achieve your business goals as well as a timeline for when each step will be completed.

A good marketing strategy would include things like:

  • Identifying your target audience.
  • Creating a persona for each persona in your target audience.
  • Determining what types of content will resonate with your audience.
  • Creating an online presence on social media platforms and other websites.
  • Creating a marketing calendar to keep track of when you will post content, send out emails, and run paid advertisements using tools like Facebook ads. 

These are all important components of a marketing strategy, and you must take the time to create one if you want your business to succeed.

4. Focus on Content Marketing

Content marketing does not have to be expensive or time-consuming. You can write articles for your website or blog, create videos and share them on social media, or shoot photos of your products that you can post on Instagram or Pinterest. The more content you create, the better your chances of attracting new customers through search engines like Google and Bing.

As part of any good inbound marketing campaign, you should focus on creating high-quality content that is relevant to your audience. It’s one of the most effective ways to build trust with potential customers and establish yourself as an expert in your industry. 

Always be on the lookout for new and innovative ways to incorporate content marketing into your business marketing strategy. For example, you could try:

  • SMS marketing to reach people on their mobile phones.
  • Podcasts and webinars to reach a wider audience and boost your brand awareness.
  • Twitter chats, Facebook Live, Instagram Stories or Snapchat to connect with customers in real-time.

The sky is the limit when it comes to content marketing. Don’t be afraid to try new things.

5. Search Engine Optimization (SEO)

SEO is an incredibly important part of any marketing strategy, but it can be overwhelming for a small business owner who doesn’t have much experience in this area. Consider working with an SEO expert who can help you create an effective plan for improving your search engine ranking over time.

You can use SEO to:

  • Increase your website traffic.
  • Improve your organic search rankings.
  • Drive more leads to your business.

In addition, local SEO can help attract more foot traffic into your store or office by targeting people who are close by. You can also leverage your existing customers to generate more business by providing them with the tools they need to share your content with their friends. Use tools like Google My Business to quickly and easily create an online presence in your local area. 

6. Video Marketing

Video marketing can be done in many ways, from a simple explainer video that describes what your company does to a full-blown production with actors and special effects. It depends on how much you want to spend and where you’re hoping to get traffic from.

When you’re creating videos for your business, they should be high quality so that they look professional and attract viewers. You should also have a consistent tone throughout each video so that viewers know what to expect from each one. You can upload videos on multiple social media platforms, including Facebook, Instagram, or YouTube, making it easy for people around the world to view them.

A few of the best practices for video marketing that you should follow include:

  • Create a script for your video and make sure it’s short, sweet, and to the point.
  • Keep a consistent tone throughout each video so that viewers know what to expect from each one.
  • Don’t cram too much information into one video as it will be difficult for viewers to follow along.
  • Make sure that each video has a call-to-action so that viewers know what you want them to do after watching it.

Video marketing is an effective way to reach a large audience and build your brand. It’s also an important part of any digital marketing strategy, especially if you want to reach people who live outside of your area. As long as you follow the best practices for video marketing, it should be easy to create videos that people love watching.

7. Website Design

Website design is important because it determines how your business is represented online. Your website should be easy to navigate, and the information on it should be easy to find. You should also make sure that your site is mobile-friendly so that people can see it on a phone or tablet without having to zoom in or scroll around.

You can improve your website by ensuring all the links work and adding content like blog posts and videos. You should also add a contact form so that people can get in touch with you if they want more information about your services or products.

It will also be necessary to incorporate SEO into your website so that it appears higher in search engine results. You can do this by including keywords in your content and using them in the titles of your blog posts. It would also be helpful to add social media buttons to your site so that people who like what they see can share it with their friends and followers online.

A strong website is essential for any business, but it’s especially important for sellers of services and products. Even if you don’t have a lot of money to spend on your website, there are plenty of ways to ensure it looks professional and attractive.

Tracking Website Visitors

Using analytics tools like Google Analytics can help you understand who is visiting your site and what they want to see. It can also help you identify areas where you can improve, such as making your site more mobile-friendly or improving the quality of your content.

You can also incorporate tracking into your advertising campaigns. For example, if you use Google Ads or Google Adwords to promote your website, you can use Google Analytics to track how many people click on your ad. That can help you determine if the campaign is working and how much money it’s costing you.

Conclusion

Marketing a small business is a full-time job, and it’s up to you to define your strategy. You won’t get it right on the first try; it takes time to get to know your customers and figure out where they spend their time. 

But by following these guidelines and incorporating them into your company’s mission statement, you can begin defining your own small business marketing strategy from the start and get ahead of your competition. And if you’re having a hard time, consider reaching out to a small business marketing agency like Scorpion for some help. 

Featured Image Credit: Photo by SevenStorm JUHASZIMRUS; Pexels; Thank you!

Joe Martin

VP of Marketing

Joe Martin is currently the VP of marketing at Scorpion, a leading provider of technology and marketing to help small businesses grow. Formerly he was CloudApp’s GM and CMO and a Head of Marketing at Adobe. With over 15 years of experience in the industry and tech that makes it run, he provides strategic guidance on how to build and use the right stack and marketing for businesses to grow. Joe believes marketers need smart training and leadership to scale company growth. Connect with Joe on LinkedIn and follow him on Twitter @joeDmarti.

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More Holiday Gift Ideas 2022

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riemot Men's Snow Boots


Here are a few more items for your holiday list that might make you the hero of your holiday gift-giving. Does everyone in your household put their items on the Amazon list — and then makes you pick off of that list? It’s a good idea.

But where are all the surprises for the holidays we used to have? I DO want to be surprised with something wonderful — but I don’t want to be surprised with something I have to take back.

Today — I asked the same thing of each person who came into work, “What gift do you want for the holidays?” I have not tried all of these items — but I got some great descriptions of the items I don’t have — and there was some definite note taking and longing for the gifts on this list.

Winter boots are at the top — but the rest of the items are not in any particular order.  Please find something your loved ones will appreciate — and order early so no one will be disappointed on your special day.

riemot Men’s Snow Boots

Okay, I haven’t tried these, but several men in the office have. They are “extremely” long-lasting and are great for working outdoors or for snowmobiling, ice-fishing, and any weekend-outdoor adventures. These riemot boots are waterproof and slip-resistant.

 

riemot Men's Slip On
riemot Men’s Slip On

The guys said for convenience — this slip-on is the boot to get. For easy off and on when you have to hurry with your own outfitting because you have to help a girlfriend or kid — these boots are easy on and easy off. Waterproof, comfortable, and anti-slip, and long-wearing. One man said to say his boots are “still comfortable and new looking after many years of wear.”

Knixmax Women's Snow
Knixmax Women’s Snowboot

These boots are really classy — I have a pair that I wore all last winter out in the wilds. They are toasty warm on the toes, and these boots are not clunky and awkward to walk in — you don’t feel like Big Foot wearing them around. They look good and feel good. Fur-lined and waterproof.

gosun power 550 power bank
gosun power 550 power bank

Deliver power where and when needed with GoSun Power 550, a compact solar generator packed with energy to run your essential devices like Cameras, Lights, Laptops, and CPAP machines. Plus, it’s optimized to power GoSun’s full line of super-efficient appliances. I’m getting this to run my c-pap if needed — when I’m away from power. Has temperature control, heat dissipation, voltage stabilizer, and Smart BMS.

fungies Mushroom Gummies
fungies Mushroom Gummies

My friends — you’ll want to hop on the eatfungies blog and read all about this interesting way to manage many health issues. The Reishi Mushroom helps relieve stress and inflammation and is used for sleep, increasing sleep time and quality. The well-known Lion’s Mane functional mushroom, with its long history of use to improve memory and promote nerve and brain health is available in a gummy. There are many uses for these easy-to-use gummies

Men's Colorful Perfomance Crew Socks
Men’s Colorful Performance Crew Socks

Men’s performance crew socks bring you the best in comfort and durability; the 3 Pair Infrared Technology Cushion Crew socks are powered by Infrared Technology. Infrared ceramic crystals are ground & permanently infused into the polymer yarn used.  When combined with your body’s natural heat, it forms infrared energy, which improves circulation and speeds up healing and tissue regeneration. Seamless toe comfort and mesh venting improved air movement — get thee cushioned for added comfort and support.

Holiday Bobo Guru Nanda
Holiday Bobo Guru Nanda

The Bobo Guru Nanda is a two-in-one humidifier and essential oil diffuser — ideal for large and small spaces. Very quiet using ultrasonicc wave technology to circulate moisturized air for up to 22 hours at a time. Use it with the 100% pure and natural essential oils to enjoy the full therapeutic benefits of aromatherapy.

Poshmamma Oral Routine Kit 2.0
Poshmamma Oral Routine Kit 2.0

The Poshmamma Oral Routine Kit trains you in oral routines — excellent oral routine has long been known as the key to overall good health. The kit includes: 1x Coconut Mint Oil Pulling; 1x Dental Guru 6pk Healthy Gums Toothbrush (Butter on Gums Toothbrush); 1x Water Flosser; 1x Dual Barrel Mouthwash; 1x Concentrated Mouthwash.

Mounia Hair Care System
Mounia Hair Care System

Mounia is a hair care system. Right now you get a free scalp massager with every purchase. The proprietary repair technology is featured in every product. By combining the ancient Moroccan haircare techniques with modern technology, you’ll have the best science-backed haircare system on the market.

Zum by Indigo Wild
Zum by Indigo Wild

You will want to hop on the Zum by Indigo Wild site and choose your lovely scents — try them all. All natural plant oils — plus the olive, coconut and castor oils carry next-level hydration. Infused with essential oils that are mood-boosting all day — morning, noon, and night. You can even get Zum in a bar and a mist.

WEGYM Rally X3 Resistance Bands
WEGYM Rally X3 Resistance Bands

You’ll love the easy, straight forward workout the WEGYM Rally X3 resistance bands can bring you. This set is backed by the industry’s leading sport’s science and data. You receive a full-body workout! Build your muscles, improve mobility and flexibility — and you can easily track your progress. Built to last — and will build you to last too.

Nexar Pro GPS Dash Cams
Nexar Pro GPS Dash Cams

The Nexar Pro GPS Dash Cams are a game changer. You’ll love the features of each cam. You set the cam up on your phone. You’ve come out of an event (or the grocery store, yo) and can’t remember where you parked? Nexar can show you your parking location and then navigate you directly to your car. Easy-peasy, open app or just ask Siri to be guided.

VANKYO Performance HD Projector
VANKYO Performance HD Projector

No question, any VANKYO projector you pick will be the one you’ll want. Easy set up, beautiful color enhancement. VANKYO Performance V700W 1080P Full HD Livehouse Projector with 420 ANSI Lumen, Dual 5W/4ohm Dolby Audio Speakers, Bidirectional Bluetooth 5.1. Great Gift.

Crossrope
Crossrope

Seriously, the photo doesn’t do the Crossrope justice. These are beautiful, well-balanced jump ropes. Fun to use with your partner, friends, or even your kids — though this isn’t a kids’ jump rope. Jump roping has long been known as one of the best all-over exercises you can do for your health. I like it because you can stick this rope in your suitcase. You can feel the difference in your health — fast.

Teracube Thrive Kid Phone
Teracube Thrive Kid Phone

With the Teracube Thrive, you now have choices in kid phones. When to give your kids a phone is a big issue for parents these days. This phone for kids has parental monitoring and built-in restrictions on social media, gaming, and other apps that parents may worry about.

Waffle Bath Bundle
Waffle Bath Bundle

Luxurious to the touch, ultra-absorbent, and ideal for stepping out of the shower, this bundle includes 2 Waffle Bath Towels, 2 Waffle Hand Towels, and 4 Waffle Wash Cloths, all from our Waffle Bath Collection by CozyEarth. Made from 40% Premium Viscose from Bamboo fabric and 60% Cotton, this unique blend is extremely soft for spa-like comfort.

Inner Article Image Credit: Taken from the Professional Photos on the Product Sites. Thank you!

Featured Image Credit: Photo by Karolina Grabowska; Pexels; Thank you!

Deanna Ritchie

Deanna Ritchie

Managing Editor at ReadWrite

Deanna is the Managing Editor at ReadWrite. Previously she worked as the Editor in Chief for Startup Grind and has over 20+ years of experience in content management and content development.

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Things to Keep in Mind Before Launching an Online Course

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Sourav Sharma


Within the last few years, the paradigm of traditional education has shifted radically. Being physically present in a classroom is no longer the only way to learn.

Now with the advent of the internet and new technology, you can get an excellent education wherever and anywhere you choose — as long as you have access to the internet.

In education, we are in the midst of a new era: the internet revolution

So if one wants to build a successful online course, one should keep certain things in mind.

Mining yourself

First, you need to be educated in the field you want to teach. Get validated in that field. What have you determined to teach and where is your stronghold? For that, you have to make a note of certain things that would form the foundation in designing your course, such as :

  • Find your area of interest. Your course should be dedicated to something you love. Your content will be less engaging if you fail to connect with it. And due to a lack of interest, your way of content delivery might be too dull for your students. So, find the area in which you are keen to work.
  • List your skills. Make a list of the skills you possess. This gives you a clear idea of your area of expertise.
  • Experience and achievements. One’s experience and achievements reflect how well they have practiced the skills and how good they are in applying them.

Now you can filter out the courses you can provide and then find the audience for it. The next step is talking about the audience. But before moving on to your course, keep in mind that the audience might not want the things you like or the area in which you are good.

Identify your target audience and their needs

No one will purchase a course just because you have an interest in making it. One would only buy it if and only if it could add value to their life. So, find who is the target audience for your content and is. Is there enough market demand for it? You must study who would want your course because finding a way to make your course profitable to you matters and will motivate you to do better and provide finer materials for your students.

Now, in order to find if there is market demand for your product, you can make use of your computer and Google research and use the Google analytical tools. These include:

  • Google keyword planner.
  • Google Trends

Also, you can use sites like Reddit and Quora for the same type of research. Using these two sites gives you a detailed view of how many searches are made for your topics. From this research, you can estimate your current market demand and the level of competition in the market.

Competitor analysis

Before designing your product, it is crucial to conduct a competitor analysis. Checking out your competitors will help you to identify the ins and outs of your competition. And never underestimate where you can find some additional ideas to add to your own course. Competition provides that little extra info.

You can research the competition by going through the marketplace and identifying what your competitors offer, and trying some of their products. Put yourself in the shoes of customers and find out what are the strengths as well as the flaws of their product. Also, capture the reviews of their customers. By checking out the reviews, you can design your product in such a way that it eliminates the gap between your competition.

Design your course

Now that you have done a complete evaluation of your competition and the product offered by them, it is time to design your product. Keep in mind that your course should create differentiation, and it should have a unique value proposition. Looking for the things that the audience is unable to find in your competitor’s course will help you cover those areas in your course.

Create your course and make it compelling and engaging for your audience. Although your course might be full of information, if your audience gets bored, they might shift to other courses. Contextualize your course and weave cohesiveness with your audience.

Your audience should find your course practical and applicable in their life. Observe your course through how your audience will perceive it. Some tips to make your content engaging are:

  • Make your lessons more pictorial
  • Add storytelling methods to deliver content
  • Create learning groups
  • Conduct live Q/A sessions
  • Add more practical examples and applications to your course.
  • Add a reward-based learning system, i.e., award rewards for students who complete certain tasks in the course

Before you launch your course, go for product testing within a small group and collect their reviews. Then evaluate the areas and make improvements. This decreases the chances of product failure.

Launching your course

You should launch your course as soon as possible — others might be thinking of doing the same thing you are. Strategize a pricing model for your online course. Your course should not be seen as a cheap product as that will create a bad perception.

Make your course accessible to a wide range of audiences by making it available on relevant platforms. Create a launch trigger so as to create a buzz among your target that something interesting is coming. Amplify your audience enrollment by offering various redeemable vouchers and coupons.

Many creators think that once their content is launched, it will sell on its own. But the best product in the world does not launch itself. If your product does not reach your customer and they don’t get aware of it — you will not have a course to sell.

Generate the leads for your course through:

  • Ads
  • Influencers
  • Backlinks in blogs
  • Early bird discount promotion.

Post-launch

Your course has been launched — but it is not over yet. Do not resist changes in your course module — just do what has to be done to make your course a success. Gather feedback from your audience regularly and work on making your course what your customers/students will like.

Revise your course within a certain time interval. It is important to make these valuable changes in order to retain your existing audience and stay ahead of your competition.

Final thoughts

Online education is typically less expensive than in-person education. Online, there is frequent access to a wide range of material such as videos, photos, eBooks, and tutors. These platforms can also incorporate other formats, such as forums or discussions, to improve lessons.

You can study or teach from anywhere in the world with online education. This means that there is no need to commute or adhere to a strict schedule. And current online enrollment in professional courses is around 1.38 Billion, and the number is increasing in rapidly.

Muvi Live is an end-to-end streaming platform that provides on-demand and live-streaming solutions for the educational sector, including institutions, universities, and ed-tech companies.

Equipped with a range of services in a virtual classroom, you can create, upload, and monetize online course content with ease. You will want to be mobile optimized and have a chat feature and collaboration features.

You will also want to smoothly integrate with LMS (learning management system) through API and SDKs for real-time assignments, tools, PowerPoint, etc., and provides an intuitive learning experience in one place.

Use analytics within your course so that you can evaluate the performance of students as they move through your course materials.

Featured Image Credit: Photo by Katerina Holmes; Pexels; Thank you!

Sourav Sharma

Sourav Sharma is an energetic and self-driven team player with attention to detail, organizing, timing, and professionalism, ready to take on a challenge. He is a dedicated worker with a superior work ethic. Sharma is an adept multi-tasker able to simultaneously handle high-pressure and volatile situations with professionalism and efficiency.
Sourav Sharma has strong communication skills in several languages with an exceptional capacity to adjust to any environment. Fast learner and passionate about delivering results that exceed expectations.

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7 Questions You Must Ask Before Hiring a DDoS Mitigation Provider

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7 Questions You Must Ask Before Hiring a DDoS Mitigation Provider


There is nothing worse for your business continuity than a sophisticated dedicated denial of service attack. Cybercriminals can send a barrage of malicious traffic to overwhelm your servers and make them incapable of responding to legitimate requests. This can make your website inaccessible and bring your entire network down to its knees.

Even though the duration of DDoS attacks might not be as long as before, they are growing both in numbers and intensity. If you don’t have the right protection in place, your website could go down for days or even weeks. To prevent that, businesses tend to hire DDoS mitigation service providers.

These DDoS mitigation service providers have the resources, skills, and experience to identify and block these attacks. Sadly, not all of them are equally good, which is why you need to do your research before hiring the best DDoS mitigation service provider. In this article, you will learn about seven questions you need to ask before hiring a DDoS mitigation provider.

7 Questions You Should Ask Before Hiring DDoS Mitigation Service

1. What is Your Deployment Model?

Every DDoS mitigation service provider follows a unique model. Make sure that their deployment model aligns with yours — otherwise, the mismatch could lead to even more issues down the line. The most common deployment model DDoS mitigation service providers use:

  • On-premise
  • On cloud
  • Hybrid

In an on-premise deployment model, a device is installed which analyzes traffic before reaching your network. This can be a great option if you want to safeguard against low and slow attacks. On the flipside — cloud-based deployment models use scrubbing centers, which monitor the traffic before it reaches your network.

The benefit of the cloud-based deployment model is that you don’t have to install any wearable device. Lastly, the hybrid deployment model gives you the best of both worlds by blending both approaches together. The deployment model you choose should depend on your risk profile, type of attacks, and on-premise installation.

2. What type of Cybersecurity Attacks Can You Protect Against?

There are many different types of DDoS attacks. Each of them targets a different layer of your technology stack. Each type has its own carrier and mitigation techniques. This is where your prospective DDoS mitigation service provider can come into play.

Most DDoS protection providers can prevent DDoS attacks by blocking attackers from flooding your network with illegitimate traffic. What really differentiates great DDoS mitigation service providers from the rest is their ability to efficiently handle attacks at other layers of the technology stack as well.

Hire a DDoS mitigation service provider that can prevent attacks at higher layers that utilize more protocols such as UDP, TCP, tunnel HTTPS, and SSL. Some DDoS attacks also leverage compression and encryption protocols, while other attacks target the application layer with HTTP GET and POST commands to create congestion in your network.

3. How Much Control and Visibility Do You Have Over the Network?

Hire a DDoS mitigation service provider which owns the core of its network with multiple points for analysis. The prospective DDoS protection service you are planning to hire should have a vast network of scrubbing centers. This gives them the capability to find and neutralize the harmful effects of DDoS attacks. Even if the malicious traffic originates from multiple sources simultaneously, it can block all the malicious traffic.

4. What is Your Total Network Capacity?

As I mentioned before, DDoS attacks are growing in frequency and becoming more sophisticated, but they are also becoming larger in nature. You don’t want to hire a DDoS protection service that is not capable of handling a large-scale DDoS attack.

Ask the service provider how much network capacity they have and the maximum size of DDoS attacks they will be able to block. The higher the network throughput, the more capable the DDoS mitigation service is. Another question you need to ask is how rapidly the scrubbing centers can analyze and forward the packets. The faster the speed, the more efficient the DDoS protection.

5. How Quickly Do You Respond?

A dedicated denial-of-service attack not only makes your website inaccessible but can also disrupt your business continuity. The longer a DDoS attack lasts and keeps your website offline, the more money you will lose in terms of sales and revenue.

This is why it is important for businesses to work with service providers who can respond to DDoS attacks quickly and restore business operations as soon as possible. The faster they can detect DDoS attacks, the higher chances they have of minimizing the damage. Ask the service provider how fast they can detect attacks and divert incoming malicious traffic.

6. What is Your Pricing Structure?

The cost of DDoS mitigation depends on a variety of factors. Two of the key factors include the time and bandwidth required to repel DDoS attacks. Every DDoS protection service provider follows a different pricing model and charges different rates.

Some might charge you a fixed fee for their DDoS-protected dedicated servers, while others have variable costs attached to them. Assess your needs and risk profile before choosing a service provider that offers a pricing structure that meets your needs perfectly.

7. What Will You Need From Us?

You also need to know what the service provider needs from you. Is their solution easy to set up and use, or does it have a steep learning curve? Ask whether you need to switch to a new internet service provider or make changes to configurations.

Is installing hardware on-premises mandatory? If yes, then how difficult is the setup and installation process, and how much time will it take to get operational? Once you get answers to all these questions, it will be easier for you to choose the best DDoS mitigation service.

Which questions do you ask when opting for DDoS protection? Feel free to share it with us in the comments section below.

Featured Image Credit: Photo by Mikhail Nilov; Pexels; Thank you!

 

Irfan Ak

Irfan Ak is an experienced digital & content marketing strategist at Branex.ca, the pro app development company. He is a regular contributor on various websites. He has worked with several brands and created value for them.

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