How to Get More Customers for My HVAC Business? 13 Things to Try

You’ve run ads... asked for referrals... maybe even tried posting on social. But leads still feel slow—and every quiet week hits harder than the last.

You’re not here for fluff. You know the basics.

What you need are real, scalable strategies to bring in better customers—consistently.

This guide is it. No filler. Just what works. Let’s get to it.

How to Get More HVAC Leads for My Business?

These are tried and tested methods. If you're on the verge of getting more leads, any one of these strategies should help.

1. Double‑Down on What’s Already Working

If you're already getting customers, you’re likely doing a few things right. The key now is to identify your top-performing channels, offers, and service areas—and pour more fuel on them.

Here’s how:

• Audit your past 3–6 months of customers.
• Where did they come from? Google? Referrals? Facebook? What service were they booking?
• Look for patterns.
• If 80% of your most profitable jobs come from “AC repair” leads in ZIP Code 12345 via Google Maps, focus your efforts there.
• Reallocate your marketing budget.
• Shift more spend to your highest-converting ad types or neighborhoods.

Tip:

Add UTM tags or use call tracking to better understand where leads originate—so you're not guessing.

2. Run Google Local Service Ads (LSAs) + Optimize Paid Ads

Local Service Ads (LSAs) sit at the very top of Google results, above even regular ads. They’re pay-per-lead, not pay-per-click—meaning you only pay when someone contacts you.

Why LSAs work:

• High-intent visibility: People searching “AC repair near me” often convert within hours.
• Trust factor: LSAs show your rating, reviews, and Google’s “Google Guaranteed” badge.
• Lead tracking: You can manage incoming leads directly in Google’s dashboard.

To optimize:

• Choose services that align with what’s working best (tie to Strategy #1).
• Respond quickly. Google prioritizes companies that pick up and respond to leads fast.
• Rotate multiple ad variations. Test seasonal offers (e.g., “Book Your Spring Tune-Up Now!”).

Bonus:

If you’re already running PPC campaigns, use location-based keywords and retarget site visitors with special deals to recapture undecided leads.

3. Automate Follow‑Ups via CRM or Business Software

A lot of HVAC businesses lose leads simply because they don’t follow up fast enough. Others leave thousands on the table by not staying in touch with past clients.

With CRM tools or integrated systems like SurgePoint, you can:

• Auto-send follow-up messages after quotes, estimates, or first visits.
• Trigger review requests via email or SMS after completed jobs.
• Set reminders for seasonal maintenance (e.g., “It’s been 6 months since your last check-up”).
• Track customer behavior and know who to reach out to with SurgePoint Repeat

The result?

You plug the leaks in your pipeline and turn more first-time contacts into booked jobs.

Need a refresher on how often you should be asking for feedback?* Our quick guide breaks it down in simple terms.

4. Turn Customers Into Referrals (Gift Cards Optional)

Word of mouth is still the most trusted form of marketing—and if you’re already making customers happy, you’re sitting on untapped referral potential.

How to turn them into brand advocates:

• Ask at the right time—immediately after a job is done and they’re satisfied.
• Offer a small reward. Example: “Refer a friend and get a $25 Starbucks or local restaurant gift card.”
• Make it easy. Hand them a simple referral card, text them a shareable link, or include it in your post-service email.

Gift cards aren’t mandatory—but they do increase follow-through rates, especially when customers feel appreciated.

With SurgePoint Referrals, we make it easy to build and manage a trackable referral system—so you know who sent who, and how much each relationship is worth.

Tip:

Use email and SMS automation to request reviews and referrals together as part of your after-service workflow.

5. Re‑Engage Dormant Leads

Dormant leads = missed opportunities. These are people who:

• Got a quote but didn’t book
• Booked a service more than 12 months ago and haven’t returned
• Called or messaged but didn’t follow through

Instead of constantly chasing new leads, go back to the ones already familiar with your business. Re-engaging even 5–10% of them can create an instant revenue bump.

How to do it:

• Pull a list from your CRM or past emails/texts.
• Segment them by stage:
  • “No response after quote”
  • “Old service clients (6–18 months ago)”
• Send a limited-time offer:
• “We’re offering 10% off for returning clients this week only—schedule your check-up now.”

Tip:

Use SMS for immediacy. Texts have a 98% open rate and get seen faster than email.

6. Pair Content with Retargeting Ads

You already get traffic from Google, social media, and referrals. But many visitors don’t convert on the first visit—so why let them leave for good?

With retargeting ads, you can follow site visitors around the web and bring them back with helpful, offer-driven content.

How to do it:

• Publish helpful blog content like:
  • “Signs You Might Need a New AC Unit”
  • “How Often Should You Clean Your HVAC Filters?”
• Set up retargeting campaigns using Facebook Pixel or Google Ads remarketing.
• Show ads that say:
  • “Need HVAC help? Get a Free Quote Today.”
  • “We saw you checking us out. Here’s $25 off your next service.”

Retargeting ensures you get a second shot at leads that already showed interest.

Looking for more ways to build trust and visibility locally? Don’t miss our deep dive on Local SEO for HVAC businesses—a must-read if you want your referrals to land on a site that converts.

7. Form Local Partnerships

One of the fastest ways to multiply referrals is by building B2B relationships with professionals who are already working with your ideal customers.

Think:

• Property managers
• Real estate agents
• Plumbers, electricians, roofers
• Suppliers/distributors

How to do it:

• Make a list of 10 local businesses you could partner with.
• Send a personal message offering to:
  • Share leads
  • Create bundled service packages
  • Offer referral kickbacks or gift cards
• Show up in person with business cards and brochures (especially for suppliers and GCs)

If they trust your work, they’ll keep sending jobs your way. Some Reddit HVAC pros attribute over 50% of their leads to supplier/contractor relationships alone.

8. Use Seasonal Campaigns to Create Demand

HVAC has natural slow periods—smart businesses use seasonal offers to smooth out those dips.

Instead of waiting for summer AC emergencies or winter heating issues, give people a reason to book now.

Examples:

• Pre-summer AC tune-up:
• “Beat the summer rush—book your AC check now and save $40!”
• Winter heater checks:
• “Don’t get left in the cold. Get your heater serviced for just $79.”
• Post-storm duct inspections:
• “Recent storm? We’ll inspect your system for free.”

You can run these through:

• SMS + email blasts
• Facebook/Google ads
• Door hangers or postcards (with QR codes)

Tip:

Build a seasonal calendar ahead of time so your team can execute faster with less stress.

9. Track Every Lead & ROI Source

If you want more leads, you first need to know exactly where your best leads are coming from—and where you’re wasting money.

Too many HVAC businesses spend on ads, SEO, or flyers without tracking which ones turn into actual jobs.

Here’s how to fix that:

• Use call tracking numbers (via tools like CallRail or ServiceTitan) to track which campaigns drive calls.
• Add UTM tags to every link you post in ads, emails, or QR codes. These tell you exactly where clicks came from in Google Analytics.
• Label leads in your CRM by source (e.g., Google Ads, referral, Facebook ad).

Why it matters:

You’ll know if:

• Google Ads are producing leads that convert to jobs (vs. just clicks)
• Flyers bring in calls, but no bookings
• Referrals outperform paid traffic in close rate

When you track this, you can cut waste and double down on what’s working.

10. Systematize Review & Reputation Building

Reviews aren’t just nice to have—they influence buying decisions and improve local search rankings. In competitive HVAC markets, they can be the deciding factor.

But manually asking for reviews? That doesn’t scale.

Here’s how to make it automatic:

• Trigger a review request after each completed job via email or SMS.
• Use platforms like SurgePoint Reviews to:
  • Manage reviews across Google, Yelp, and Facebook
  • Get notified of negative reviews early
  • Showcase your best reviews automatically on your site
• Want to get better at this? We put together helpful guides on:
  • How to ask for a review
  • How to respond to negative reviews
  • Reputation marketing tips
  • Mistakes to avoid in managing your reputation

Tip:

Ask your techs to remind customers in person—then the system takes over with follow-up messages.

11. Add Yard Signs & Door‑Hanger Campaigns

Old school still works—especially when it's hyper-targeted.

After you finish a job in a neighborhood, leave a branded yard sign (with permission) and drop door hangers nearby. These build local visibility and trust.

Here’s how to make it work:

• Yard signs should include:
  • Your logo, service ("AC Repair"), and phone number
  • Optional: QR code or vanity URL for special offer
• Door hangers should include:
  • Limited-time promos (“$30 Off First Service – This Week Only”)
  • Local proof (“We just serviced your neighbor’s HVAC system”)
  • Easy contact options (QR, “Tap to Call” links)

People trust businesses that are already working in their neighborhood. It’s a subtle form of social proof—and it makes your brand more memorable.

12. Make Personalized Outbound Visits & Cold Calls

Not all leads come from waiting around for Google to work. Direct outreach still works—when done right.

This is especially powerful for:

• Property managers
• Office buildings
• Retail locations
• Builders and contractors

How to approach it:

• Research 10–20 local businesses or decision-makers.
• Drop by in person with a clean uniform, business cards, and a printed services sheet.
• Say something simple like:
• “We handle HVAC for a few buildings like yours nearby. Just wanted to introduce myself in case you ever need a second opinion or support.”
• Follow up a day or two later with a quick email or call.

It builds trust, shows initiative, and makes you stand out in a market where most competitors rely only on ads.

13. Engage as an Expert in Local Forums (Facebook, Nextdoor, Reddit)

If you're looking for more HVAC customers, one of the most underrated tactics is to show up where your local audience already hangs out online—and be helpful, not salesy.

Think about local Facebook groups like:

• “[Your City] Homeowners”
• “Local Business Recommendations”
• Community-based forums like Nextdoor or even local subreddits (e.g., r/LosAngeles, r/HVAC)

When people ask:

“Anyone know a good AC guy?”

You want your name to be the first one mentioned—either by you, your customers, or others you’ve helped.

How to Stand Out (Without Being Spammy):

• Answer questions generously – Offer advice like,
• “If it’s blowing warm air, it could be a capacitor issue—you might not need a full replacement yet.”
• Share tips or seasonal reminders – Like:
• “Hey neighbors—quick reminder to check/change your filters before summer hits!”
• Comment on relevant posts as a local pro—not pitching, just being helpful.
• Ask happy customers to tag you when someone asks for HVAC recommendations.

The more helpful you are, the more likely your name keeps popping up in recommendations. This builds brand equity, especially in smaller communities where trust is everything.

Wrapping Up

We hope these strategies spark new ideas and help you bring in more of the right customers to your HVAC business.

If you're looking to go deeper, we’ve put together a few resources and tools that might come in handy:

• Want to boost your visibility in your local area? Our guide on local SEO for HVAC walks you through how to show up when it matters most.
• Curious how poor marketing decisions hurt results across industries? Take a look at common mistakes we see in dental marketing—many of them apply to HVAC too.
• If you’re serious about streamlining lead generation and customer retention, check out how our review tools, referral system, and repeat business automation can support your growth.
• For a full picture of your performance, our Insights dashboard helps track what’s working—and what’s not.

We’re always working to simplify how service businesses grow. If you’re ready to explore more, feel free to browse our full blog or check SurgePoint’s homepage.

And if you have any questions or want to talk about how we can support your business directly, don’t hesitate to reach out at info@thesurgepoint.com.

Good luck with what you do next—we’re rooting for you.

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