Search Results for: getting things done

Some perspective on marketing legal services

November 25, 2013 by
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You often hear me say, “marketing is everything we do to get and keep good clients”.

Everything.

In terms of time, it’s mostly the little things we do every day. It’s the way we greet our clients and make them feel welcome. The emails and letters we send to former clients to stay in touch and remember them during the holidays. The articles and blog posts we publish to educate people about the law.

Marketing is also bigger things. Creating a new seminar or ad campaign. Scoping out and joining a new networking group. Recording new videos for your website.

And everything in between.

Most of the little things take little or no time to learn or apply. They are a natural extension of your values and personality, not the application of technique. Treating people with respect is part of who you are, not something you learn in a book.

Creating content for your website requires some time, but not an inordinate amount, given that it’s mostly writing things down you already know and do.

Bigger projects require more time and resources, it’s true, but you don’t do them every day. You outline a new presentation, create the slides or handouts, rehearse, and you’re done. Maybe it took you a week or two, but now you have a new marketing tool in your arsenal you can use over and over again.

Bigger projects can serve you long term. Getting involved in a new networking group, for example, takes extra effort initially, and may take months to bear fruit. But that group could eventually become a major source of new business (and friendships) for you, and last for decades.

Do something marketing related every day. 15 minutes is good. Reach out to a few former clients or other professionals with a note or email and watch what happens. Once a month or so, work on a bigger project. A 30 Day Referral Blitz, for example.

Whenever possible, invest your time and resources in creating things with a “long tail,” like new relationships, new content for your website, and new ways to grow your email list.

Marketing legal services doesn’t have to be daunting. If it is, you’re not doing it right. Sure, there are new things to learn and new things to do, but mostly, its about attitude.

If you’re struggling in your practice, start by examining your attitude towards marketing. If you don’t like marketing, if it’s something you force yourself to do, you will continue to struggle. If there are things you like and things you don’t, great–do more of the things you enjoy and are good at.

Marketing is a lot like lawyering. It takes place mostly in your head.

The Attorney Marketing Formula comes with a marketing plan.

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Filed Under: Leverage, Marketing legal services, Marketing Plan, Productivity Tagged With: , , , ,

The best way to start something new

November 20, 2013 by
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They say the best way to start anything new, a new habit or way of doing something, is slowly. You try it, learn from the experience, and do it again. You get better, over time.

Starting slowly helps you avoid embarrassing yourself or getting hurt. If you haven’t exercised in years, for example, you start by walking, you don’t sign up for a marathon.

Starting slowly means the pain often associated with new habits or initiatives will be tolerable. You’ll be able to stick with it until you are stronger and better.

If you put a frog in a pan of water and turn on a low heat, the water will eventually come to a boil. The frog won’t feel the gradual increase in temperature and will stay in the pan and literally boil to death. If you toss the frog into the pan after the water is already boiling, however, he will immediately jump out.

The other camp says there are some things where it’s best to just jump in. If you start too small or too slowly, you’ll never gain any momentum. You’ll give up before you see any results.

Who is right? Should you start slowly or dive right in?

The answer is, there is no answer. It depends.

What are the risks and what are the rewards? If you jump in and mess up, would anyone know? Could anyone else get hurt? If you start slowly and run out of steam, what might you be giving up?

What are the costs? Could you save a lot of time or money by starting big? Or would it cost less if you do it slowly?

How good are you? If you have a skill set that bodes well for your success, you might be able to take the leap. If you’ve never done anything like this before, starting slowly is probably the way to go.

How are you wired? Are you the cautious, one step at a time kinda guy or gal, or a thrill seeker?

My take? Unless you have good cause to do otherwise, most new things should probably be started slowly. If you get the urge to jump into the deep end of the pool, sleep on it for a day or two, and then do what I do: ask your wife what she thinks you should do.

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Filed Under: Personal development Tagged With: , ,

How to get better clients

November 13, 2013 by
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A lawyer emailed wanting to know how  to get better clients. He said he is in a slump. “People come see me but they don’t have the money to retain our services. It’s been a tough month. What can I do?”

Are there any lawyers in your market who do what you do and have clients who can afford to pay their fees? If not, you need to change practice areas or move. If the business isn’t there, it isn’t there.

On the other hand, if other lawyers in your field are getting paying clients, then it’s not the market. The work is there. You just have to get those better paying clients to come to you instead of those other lawyers.

Start by looking at what those other lawyers are doing. Study them, as I mentioned yesterday. What are they doing that you’re not doing? What are they doing better than you are doing? What are you doing that they don’t?

Do they specialize? Specialists generally earn more than general practitioners. One reason is that clients prefer to hire specialists. They are also willing to pay higher fees to a specialist. If these other lawyers specialize and you don’t, you have to consider doing so, or at least disguising the fact that you don’t. One way to do that is to have separate websites for each practice area.

How much do they charge? More than you, less, about the same? Most attorneys compete for the bottom eighty percent of the marketplace. The most successful attorneys target the upper ten or twenty percent, which obviously includes people with money.

How do they bill? Hourly? Flat fees? Blended? How big of a retainer do they get? What do they do to make it easier for their clients to pay?

Look at their website. What elements do they have that you don’t? Can you do something similar? How can you improve on what they have done? What are you doing on your website that they don’t do that might be hurting instead of helping you?

Valuable information, yes?

Also look at what you are doing. Look at the better clients you have attracted over the last year or two (the ones who have money). Where did they come from? If they came from referrals from your other clients, for example, figure out what you did that precipitated those referrals and do more of it.

In addition, look at what your better clients have in common. Industry, occupation, ethnicity? Where can you find more like them?

Also look at the people who are contacting you who can’t afford you. Where are they coming from? Whatever it is that you are doing to attract them, stop doing that. And screen them out before they come to see you. For example, you might quote your minimum fee package on the phone or on your website. This way, if they can’t afford this, they won’t call or come to see you.

I don’t know what you’re doing now to market your services but whatever it is, there are always other things you can try. It might be helpful to get out a piece of paper, draw a line down the middle, and on the left side of the page, write down everything you are doing that could be considered marketing. On the right side, write down things you aren’t doing, including things you used to do but abandoned. Keep adding to the list on the right and try some new things. Create a simple marketing plan.

In addition, look for ways to improve what you are doing. If you are networking, for example, consider finding a different group and/or working on your follow-up.

Finally, seek some perspective on your current situation. You say you’re having a bad month but everyone has bad months. Next month could be great. If it is, don’t rest on your laurels. The best time to ramp up your marketing is when you’re busy, not when you’re in a slump.

If things continue to be bad, don’t panic. It’s nothing five new (paying) clients can’t fix. You can turn things around quickly. Cut overhead to give yourself some breathing room and get busy with marketing. You have the time for it, right? That’s one of the advantages of a slump–less work means more time for marketing.

Think about getting some help. Get a workout partner. Hire someone to point you in the right direction and/or coach you.

Whatever you do, don’t dwell on the bad. Think about where you are going, not where you have been.

If you need help with your marketing, contact me and let’s talk. 

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Filed Under: Increase your income, Marketing legal services, Marketing Plan, Mentors & Coaches, Online Marketing, Specializing Tagged With: ,

The 80/20 Principle and your law practice

September 11, 2013 by
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One of my favorite books is The 80/20 Principle by Richard Koch. In it, Koch makes the case first articulated as The Pareto Principle, that “a minority of causes, inputs, or effort usually lead to a majority of the results, outputs, or rewards”.

The idea is that as much as 80% of your results may come from 20% of your effort. In the context of practicing law, that might mean that 20% of your clients produce 80% of your income. The actual numbers, however, aren’t necessarily 80/20. They might be 90/30, 60/20, or 55/5. The point is that some things we do bring results that are disproportionate to our effort and that it behooves us to look for those things and do more of them.

Koch says, “Few people take objectives really seriously. They put average effort into too many things, rather than superior thought and effort into a few important things. People who achieve the most are selective as well as determined.”

We’re talking about focus. About doing more of what works and less of what doesn’t. About using leverage to earn more without working more.

Look at your practice and tell me what you see.

  • Practice areas: Are you a Jack or Jill of all trades or a master of one? Are you good at many things or outstanding at one or two?
  • Clients: Do you target anyone who needs what you do or a very specifically defined “ideal client” who can hire you more often, pay higher fees, and refer others like themselves who can do the same?
  • Services: Do you offer low fee/low margin services because they contribute something to overhead or do you keep your overhead low and maximize profits?
  • Fees: Do you trade your time for dollars or do you get paid commensurate with the value you deliver?
  • Marketing: Do you do too many things that produce no results, or modest results, or one or two things that bring in the bulk of your new business?
  • Time: Do you do too much yourself, or do you delegate as much as possible and do “only that which only you can do”?
  • Work: Do you do everything from scratch or do you save time, reduce errors, and increase speed by using forms, checklists, and templates?

Leverage is the key to the 80/20 principle. It is the key to getting more done with less effort and to earning more without working more.

Take inventory of where you are today. If you’re not on track to meeting your goals, if you are working too hard and earning too little, the answer may be to do less of most things, the “trivial many,” as Koch defines them, so you can do more of the “precious few”.

My course, The Attorney Marketing Formula, can help you.

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Filed Under: Increase your income, Leverage, Marketing legal services, Marketing Plan, Personal development, Productivity, Specializing, success Tagged With: , , ,

How to do what you want (but can’t)

September 10, 2013 by
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Years ago, I was at a men’s store buying suits and got to talking with the sales person. He was very good at his job and I told him so. He thanked me and said that what he really wanted to do was be a writer. The problem is, he’s tried to write but can’t.

He’s got an idea for a novel, he’s got his characters, he’s worked out the story in his head, but when he sits down to write, nothing comes.

I made several suggestions, but he’s tried them all. No dice.

He’s tried dictating. He’s tried freewriting (writing whatever comes out without stopping to think or edit). He’s tried every technique for overcoming procrastination and writer’s block but nothing has worked. I got the feeling he was convinced that nothing will.

So he sells men’s clothing.

Today, I would probably say, “Well then, I guess you’re not a writer.”

Don’t hate on me. He needs some tough love. Fight back (and write) or admit that you are not a writer and go do something else. Living in the middle ground, “I want to, but can’t,” is hell. It will kill your soul and leave you, on your death bed, filled with regret.

Frankly, I think the guy needed therapy.

And yet, wanting but not doing is common. We all have things we want to do but don’t. We never start, because we don’t have the time. Or we start, but three weeks later, we’re off the wagon.

If you’ve ever started a diet, you know what I mean.

Want to know how to do what you want to do but can’t? Whatever it is–getting in shape, learning a new language, writing a book, or marketing your law practice, if you want to do it, but don’t, here’s my suggestion:

Do it today for two minutes.

Want to get in shape? Go walking for two minutes today.

Want to write? Get typing or scribbling and don’t stop for two minutes.

Want to bring in new clients? Take two minutes and send a “Hey, how are you these days?” email to someone you haven’t talked to in a long time.

It’s just two minutes. You can do two minutes.

Now you’re not going to write a book or get into shape in two minutes. But if you can do two minutes today, you can do two minutes tomorrow. Maybe in a couple of weeks you’ll be up to five minutes. Eventually, the thing you had trouble starting or sticking to will become a habit. What was once hard will be easy.

By starting small, you program your brain that writing or exercising or marketing isn’t hard. It’s something you can do. So you keep doing it.

Most people join the gym on January 1st and push themselves so hard and get so sore that by January 15th, they’re done. Don’t do that. Start small. Develop the habit.

I heard about a guy who has been going to the gym for ten years and is in fabulous shape. Like most people, he had trouble getting started. So, for the first three months, he went to the gym every day, sat on a bench and drank coffee. He said he wanted to develop the habit of going to the gym.

Start slowly. Do something every day. Eventually, you will become an unconscious competent (doing it without thinking about it) and your life will never be the same.

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Filed Under: Marketing legal services, Personal development, Productivity, Time Management, Writing Tagged With: , , ,

How to get more business clients

September 5, 2013 by
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An article in Entrepreneur, “Hiring a Lawyer: Five Mistakes to Avoid,” tells startups what to do to save money and avoid getting hurt when hiring a lawyer. If you want to get more business clients, you might want to know what kind of advice they are listening to.

Here are the “five mistakes,” followed by my thoughts on how you can use this information:

1. Hiring a lawyer too soon.

Summary: Some startups hire a lawyer before they know what they want and need. See if there is a pro bono legal clinic at a law school where you can learn about the issues and process. Consider “hiring” them to do some basic work.

DW: What can you do? How about offering free information that does the same thing? Educate your target market about the issues, process, risks, and options. How about holding your own “clinic” where startups and young companies can come and learn (and network) and maybe even get some basic work done free?

You might get endorsed by a business school or community organization, perhaps the chamber of commerce, and get some publicity for your good work in helping the community.

2. Hiring the wrong lawyer.

Summary: Avoid hiring someone who does not specialize in what you need. Get referrals and interview several attorneys before you choose.

DW: Clients prefer specialists (and articles recommend them). Specialists earn more, too. So if you don’t specialize, maybe you should. If you do specialize, start promoting the fact that you do and educate your market about why this is important to them.

3. Hiring a big firm when you don’t need to.

Summary: You will pay more and you may not need to. Many smaller firms have great lawyers, some of whom came from big firms.

DW: Educate your market about the advantages of hiring a smaller firm. Not just lower fees. Smaller firms usually give more personalized attention. Make sure clients know why this is a benefit to them.

4. Not haggling on fees.

Summary: Negotiate fees. Offer equity in partial payment.

DW: Never negotiate fees. You can be flexible about retainers, payment options, and offer alternatives to hourly billing, but never negotiate (reduce) your fees. If you do offer alternative fees, promote the heck out of it. Clients like them.

Take equity if you want to. You could hit a winner. But since most startups fail, don’t go “all in”.

5. Seeing a lawyer as just a lawyer.

Summary: If offering equity, you’re taking on a business partner. Make sure your lawyers have expertise in your field and can do other things for you, e.g., lead you to investors.

DW: Every business lawyer has a stake in it’s client’s business, even if they don’t own any stock. As the client grows, they have more legal work. There are more opportunities for referrals from partner companies, vendors and suppliers. You can grow with them, so help them grow.

Use your contacts and knowledge to help your clients get investors, better financing, new customers, and better suppliers. Look for opportunities for them. Make introductions. Send articles about their industry, marketing, and management. And make sure your prospective clients know that you provide this kind of help.

If you don’t have these connections and knowledge, start developing them. Because the world doesn’t need more lawyers who merely deliver competent legal work. It doesn’t need more lawyers who merely “protect and advise”. It needs more lawyers who can help their clients prosper.

Marketing is not difficult, when you know The Formula.

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Filed Under: Attorneys fees, Fees and Billing, Legal industry, Marketing legal services, Referrals, Specializing Tagged With: , ,

Fracking your law practice

September 3, 2013 by
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You’ve waited long enough. It’s time to finally open the floodgates of untapped resources that lie beneath your feet. New clients, better clients, and an abundant and fulfilling lifestyle await you. All you need to do is go get them.

Every law practice has natural resources that aren’t being accessed. What are these resources?

Your client list that could easily bring a steady stream of repeat business and referrals but is all but ignored in favor of expensive and time consuming efforts to find new clients.

Your knowledge and experience that could be packaged and presented in a way that makes you stand out from the crowd and be seen as the best lawyer for the job but instead, is shackled by the chains of conformity.

The passion that drove you to choose a legal career but has been dulled by low margins and mindless work could be rekindled with new ideas, if only you would slow down long enough to learn them, and loosen up enough to try them.

These and other resources, if allowed to surface, could transform you from struggle to success, from success to untold wealth. All you have to do is embrace these resources, develop them, and allow them to deliver their bounty.

Why aren’t you developing these resources? Adherence to tradition. Not wanting to admit there is a problem. Fear of what others will think or what might happen if something goes wrong.

Yes, there are dangers. If you start a blog it might take up too much time. But what if it doesn’t? What if it takes up much less time than you thought? And what if it brings you lots of prospective clients who see why they should hire you instead of anyone else, and do?

If you get started with social media, your unhappy clients and crazy clients may smack talk you and harm your reputation. But what if they are few and far between and your happy clients set the record straight and build up your reputation and increase your following?

If you stay in touch with your clients and former clients, you might waste time that could be spent getting work done. But what if staying in touch brings you so much work you can afford to hire staff to do most of it and you can get home before the kids are in bed?

There are dangers to doing things you’ve never done before. You might be embarrassed. There may be costs. Things could go wrong. But the greater danger is that you will never discover what was possible, never realize your potential, and never have the time or financial resources to make the world a better place.

If you’re ready to tap into your natural resources, this and this will show you what to do.

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Filed Under: Career satisfaction, Client loyalty, Increase your income, Marketing legal services, Marketing Plan, Productivity

Attention lawyers who hate practicing law

August 26, 2013 by
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If you hate practicing law I have a question for you: If you were earning five times the income, would you hate it any less?

If the answer is yes, you’re lucky. All you need to do is increase your income. Keep reading. I’ve got something that can help.

If the answer is no, then you might need to get a new career. Before you decide to jump ship, however, let’s see if there’s anything we can do about the things you don’t like (and that includes “not enough income”).

I’m going to give you a simple exercise to do. I’ve done this exercise before and I can tell you that it really does help.

Grab a legal pad and write at the top of the page: “What I don’t like about practicing law” or “. . .about my practice”. Draw a line down the middle of the page.

On the left side of the page, write down everything that you don’t like about your practice. Write fast. Don’t worry about repeating yourself. Take as much time as you want and get it all out.

Done? Good. How did that feel? When I’ve done this before I’ve had mixed feelings. It feels good to give voice to my frustrations. Cathartic. Therapy on paper. But I also feel angry that I have allowed things I don’t like to continue for so long.

The point of this isn’t to make you feel bad or to dwell on the things you don’t want, however. It is to find solutions. So, on the right side of the page, next to each item that you don’t like, write down what you can do about it.

You don’t like the stress of litigation? What can you do about that? Don’t think too much, just write whatever comes to mind. If you can’t think of anything, perhaps you can ask someone who might know or you can do some research. Write that down. Or, just skip it and keep writing.

What can you do about your high overhead, inconsistent income, or ungrateful and overly demanding clients? Write down what you can do even if it’s radical, strange, or not something you want to do. If it’s something you CAN do, write it down.

There will be things on your list that you can’t do anything about it. You can’t change people, for example, only yourself. Don’t worry about what you can’t do or can’t change.

Write down as many “can do’s” as possible. When you’re done, go through the list again and see if there’s anything you can add.

You don’t have to tolerate things you don’t like. You can fix them, delegate them, or get rid of them. You can find ways to make things better.

A “can do” list is very empowering. It gives you a list of tasks and projects you can begin to work on. It gives you a checklist of ways to make your practice better, more profitable, more fulfilling. Even if you choose not to do some of the things on your can do list, you’ll feel better knowing that you have that power.

Look at your list of can do’s. Before you had problems and frustrations. Now, you have a list of things you can do. Imagine how good you’ll feel getting those things done!

What’s next? Transfer your list of “can do’s” to your task management system and hide your original list. No sense looking at what makes you frustrated (the left side of the list). It’s time to focus on taking action to eliminate problems and improve results.

A few months from now, when things are better, take a peek at your original list to see how far you’ve come. Smile. Then, start another list.

Need more income? Want to know what you “can do”? Study this and this.

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Filed Under: Career satisfaction, Increase your income, Inspiration, Personal development, Productivity Tagged With:

Building a high volume law practice

May 8, 2013 by
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When I started practicing, my goal was to build a high volume law practice. Lots and lots of smaller cases and clients.

Why?

Because there are more of them. I figured I had more chances to get small cases simply because there were more of them.

And because when I was getting started, I wasn’t good enough to handle the big ones.

But even when I was good enough, I still focused on small cases. My thinking was that a high volume of small to medium size cases would scale. As I brought in more business, I could hire more employees and get a bigger office. Or, as I later did, I could open a second office. And, if things didn’t work out, I could just as easily scale down.

Small cases meant smaller risk. Big cases require a big investment of time and resources and with only a handful of those cases, I could suffer some big losses if one or two went south.

The other reason is that a high volume law practice would make marketing easier. More clients meant more opportunities to get referrals from those clients. 500 clients meant 500 fishing lines in the water.

And I was right. I got lots of referrals. And life was good.

I always thought my exit strategy would be getting one or two monster cases that would allow me to cash out and be “done”. In law school, we heard that’s what our torts professor had done and it sounded good to me. But it never happened. I got some decent sized cases, but no monsters.

Many attorneys turn away small cases. They want bigger cases, with a bigger potential payoff, and there’s nothing wrong with that.

They probably don’t get as many referrals as I did, but the referrals they do get are bigger. If they’re really good, they get referrals from other attorneys who don’t handle big cases.

Some attorneys do it all. Small cases, medium cases, big cases. Bring it! The small cases allow the firm to finance the bigger cases. That works, too.

There’s no right or wrong way. You have to find your way.

If you aren’t (yet) a great attorney, be a prolific attorney. If you are a great attorney, you’ve got options.

If you want to get more clients and increase your income, learn The Formula.

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Filed Under: Law office management, Legal industry, Marketing legal services, Referrals, Relationship marketing Tagged With:

Google Adwords for attorneys? Read this first.

March 4, 2013 by
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An attorney who reads this blog asked me what I thought about attorneys using Google Adwords to get clients for a law practice.

I’ve done a lot of advertising over the years, including Adwords, both as an attorney and in my attorney marketing business, and overall, I’ve had positive results. But I don’t recommend Google Adwords for most lawyers, at least not until they have many other ducks in a row.

Here’s what I mean.

If you don’t know what you’re doing, advertising of any kind can be a huge financial sinkhole. There are lots of things you have to get right and if you don’t, you’ll get poor results or spend way too much money for the results you do get. True, with Adwords you can get started with a small investment (e.g., $50 or $100) and you aren’t locked into a long term contract. But it’s far too easy to get caught up in the game of trying to make make your ads work, and that can be a very expensive game to play, especially for attorneys who might pay up to $50 per click.

If you don’t have the budget and the stomach to play that game, you should probably stay on the sidelines, at least for now.

In other words, don’t start with Adwords (or any advertising), to get traffic to your law firm’s web site. Start by building organic traffic by posting high quality content. Use referral marketing, social media, speaking, writing, networking, and other means to build your practice, before you even think about advertising. Once you have a sold base of clients and lots of disposable income to invest in further expansion, then you can consider advertising to provide an incremental increase in that income.

You might use Adwords short term, to test headlines and offers, however. Invest a couple hundred dollars to test several different report titles, for example, and see which one gets the highest response. When you know which one pulled best, you’ll know which one to use for your report.

Advertising is only part of the challenge. You may have great ads that pull lots of traffic, but is it targeted traffic, appropriate for your practice? Are they looking for a lawyer or just free information? At $50 a click, you need to make sure.

In addition, you must have effective landing pages. You may be getting lots of the right traffic but if they don’t opt-in or call you when they get to your site, it is all for naught.

You also need to be able to handle those leads and convert them into appointments. Someone needs to be available when they call and that could be long after business hours. And whoever takes the calls must be good at closing the appointment. The goal isn’t traffic and clicks, it’s appointments and clients.

If you do want to try Google Adwords (or Facebook ads or any other kind of Pay-Per-Click or Pay-Per-Action advertising), here’s what I recommend:

  • Make sure Adwords is right for a practice like yours. Do your ideal clients use search engines to find lawyers? Do they click on paid ads? Do you have high enough margins to justify the per client acquisition cost of advertising and associated overhead?
  • Learn all you can about Adwords. Start with the Google Adwords help center. Read books and blogs and take courses.
  • Start small. Open an account with no more a few hundred dollars and be prepared to lose it all. Take a break and evaluate your results.
  • Start with bids on low volume key words: “brain trauma law south bay” should cost a fraction of what you’ll pay for “Los Angeles personal injury attorney”.
  • Be prepared to roll out your winners and pull the plug on your losers. You must spend enough on your ads, however, to get enough clicks so you can quantify the difference.
  • Be prepared for constant monitoring, testing, and tweaking. You will need to know which headline, displayed in response to which key words, and sent to which landing page, is producing traffic that opts-in or calls. Then, you have to compare those results to other combinations, so you can maximize results and minimize costs.
  • Don’t expect that what works today will work tomorrow. Or vice versa. Advertising is never “set it and forget it”. You can never stop testing and making changes.
  • Get help. Hire consultants to design and track your campaign, and write your ads and landing pages. Let them do what they do best so you can do what you do best.

I’ve spent millions of dollars in advertising over the years and I love what it can do. If you get the pieces right, there is no faster way to bring traffic to a web site (aside from having something go viral, and that’s something you can’t control.) And yet. . . I’m not doing any advertising right now. I don’t want to work that hard.

What are your experiences with Google Adwords? Please share in the comments.

If you want to get more clients without advertising, you need The Attorney Marketing Formula.

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Filed Under: Advertising, Marketing legal services, Online Marketing, Technology, Web traffic Tagged With: , , , ,
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