Adapting to changing markets is arguably most difficult for small businesses. Some, however, have managed to turn months of uncertainty into positive drives for their businesses, using online expertise to make the most of their services. Here are two examples of businesses we’ve worked with over the COVID period who turned hardship into survival stories so far. 


London Gases

Adapting to a new target market

London Gases sell gas for beer as a massive part of their business, so they took a hit when the pubs and hospitality sector closed in March.

But after upping their Pay-Per-Click spend to hit the Calor gas home consumer market, their PPC sales were up over 300%, and during the summer went up by around 600%.  This meant that they were able to keep some of their delivery drivers on the road and in work over the last few months. We’ve kept their Google Shopping campaigns concentrated on those consumer-friendly gas sizes and products, and carefully managed budgets as demand increased.


Stephens Scown Solicitors 

If you can, write! 

Stephens Scown’s website success increased when they posted  articles relating to the furlough scheme in March. Organic traffic went up by 236% between February and March, a further 78% in April. 

We worked with them to concentrate our search engine optimisation on coronavirus articles. Articles were continually adapted based on keywords that were gaining traction; for example, focusing more on the phrase ‘coronavirus’ than ‘covid’ (‘coronavirus’ was the more searched term at the time, though this is no longer the case).

They also updated their site so that we could update stories with changes to information that would then reflect in the article (and show: article updated on…), so that they could keep the information fresh and current. The types and themes of the articles that were being produced were tracked and categorised, so that each story could have a series of posts relating to it. For example, one particular item would have firstly an initial article, followed by ‘what we know so far’, a ‘key questions answered’ article a few days later, and then a piece around how it relates to a specific sector. 

Due to the many legal questions that people needed answering during the height of the pandemic (furloughing, unfurlouging, child care arrangements for separated couples, divorce during covid, landlord and tenant issues, to name a few), Stephens Scown were in a good position to use their expertise to reach people who needed help understanding so many uncertainties, and create leads to their website.


So what can we learn? 

Despite a second lockdown taking hold, there is still room for optimism. When properly thought through, online markets can be navigated to help you and your business adapt to a changing world.

Author: Ant Agar

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