HVAC Business Growth:
The #1 Reason Most HVAC Companies Struggle
(Hint: It’s Not Your Skills)
John had been running his HVAC business for five years. He was great at what he did—his customers raved about his service, and he took pride in his work. But despite all that, something was off.
Every month felt like a rollercoaster. Some weeks, the phone wouldn’t stop ringing. Other weeks? Crickets. His schedule bounced between fully booked and barely scraping by.
“Maybe I just need to work harder,” he thought. So, he hustled. He answered calls late at night, worked weekends, and even offered discounts to get more jobs. But no matter how much effort he put in, the feast-or-famine cycle never stopped.
Sound familiar?
If you’ve ever felt like you’re putting in more effort but seeing little return, you’re not alone. The problem isn’t your skills. The real issue is your marketing—or lack of it.
The Growth Roadblock: Why HVAC Businesses Get Stuck
Most HVAC businesses start the same way:
🔹 You do a great job for a customer.
🔹 They tell their friends and neighbors.
🔹 You get another job from that referral.
🔹 The cycle continues…until it doesn’t.
At first, word-of-mouth is enough. But then, you hit a wall.
❌ Referrals slow down—there are only so many people your existing customers can refer.
❌ Competition increases—new HVAC businesses are popping up in your area, and they’re running ads.
❌ Customers’ habits change—instead of asking for referrals, people now Google for HVAC services.
What worked in the past isn’t working anymore, and that’s because your business is relying on a marketing strategy that doesn’t scale.
The 3 Big Problems Keeping Your HVAC Business Stuck
If you’re struggling to grow, chances are you’re facing one (or more) of these issues:
1️⃣ You’re Not in Front of Enough Potential Customers
John assumed that because he was great at HVAC work, people would naturally find him. But in reality?
👉 People don’t hire the best HVAC company—they hire the one they can find.
Where Are Customers Looking for HVAC Services?
In the past, customers might have asked their neighbor:
“Hey, who do you use for HVAC repairs?”
Now, they do this instead:
🔹 Pull out their phone
🔹 Google “HVAC repair near me.”
🔹 Call the top result
If your business isn’t showing up, they won’t call you.
📌 Fact: 46% of all Google searches are looking for local businesses. If you don’t have a strong online presence, you’re missing out on half of potential customers.
How to Fix This Problem
✅ Claim & optimize your Google My Business (GMB) profile. This is the fastest way to start ranking locally. More on that in Week 3 of this series.
✅ Get more online reviews—HVAC companies with higher review counts get 5x more calls than those without.
✅ Invest in SEO—If your website isn’t optimized, Google won’t rank it. SEO helps you get found.
2️⃣ You Don’t Have a Follow-Up System
John got dozens of calls from potential customers every month. But if they didn’t book on the spot? He moved on, assuming they weren’t interested.
This was a massive mistake.
Why Customers Don’t Book Immediately
🔸 They need to compare a few companies first.
🔸 They got distracted and forgot to call back.
🔸 They weren’t sure when they’d be home for service.
Instead of losing those leads, a follow-up system could have turned them into booked jobs.
How to Fix This Problem
✅ Use text follow-ups—most customers prefer text over calls. A simple “Hey [Name], are you still looking for an HVAC service?” can bring them back.
✅ Automate your reminders—A CRM can send reminders at the right time so leads don’t go cold.
✅ Offer a small incentive—A follow-up message with: “Book today and get a free system check-up” increases conversions.
3️⃣ You’re Not Leveraging Paid Ads or SEO
John’s roofing contractor friend told him, “Man, you should try running Google ads. That’s how we stay booked.”
At first, John was hesitant. He’d never needed ads before. But after another slow month, he decided to give it a shot.
The result? Within weeks, his phone was ringing daily. Not from referrals, but from customers who had never heard of him before.
Why HVAC Companies Need Paid Ads & SEO
❌ Relying only on referrals = unpredictable income
✅ Using ads + SEO = steady, consistent leads
How to Fix This Problem
✅ Run Google Ads for HVAC keywords “AC repair near me” has thousands of searches every month. Ads help you show up instantly.
✅ Target local Facebook Ads—Homeowners need HVAC services, and Facebook lets you target them directly.
✅ Invest in SEO—70% of customers click on the first few results on Google. If you’re not ranking, you’re invisible.
Audit Your Business: Where Are Your Leads REALLY Coming From?
Take a minute and review your last 10 customers. Ask yourself:
✅ Did they come from a referral?
✅ Did they find you online?
✅ Did they see an ad?
✅ Or was it something else?
👉 If 80% of your business is coming from word-of-mouth, you have an unstable lead generation system.
What You Should Be Doing Instead
🔹 Diversify your lead sources—don’t rely on just referrals. Start using SEO, ads, and automation.
🔹 Track every lead—Use a CRM to see where customers are finding you.
🔹 Follow up with every potential customer—if they don’t book right away, don’t assume they’re not interested.
The Solution: Build a Predictable HVAC Marketing System
To break free from the feast-or-famine cycle, you need a repeatable way to generate leads. Here’s what works:
1️⃣ Get found online—optimize your Google My Business profile so customers see you first.
2️⃣ Run strategic ads—Google & Facebook Ads put you in front of the right people at the right time.
3️⃣ Automate follow-ups – Use a CRM to track leads, send reminders, and close more deals.
John thought he had a referral problem. But once he fixed this lead generation problem, everything changed.
Your Next Step
🚀 This is just the beginning. Next, we’ll cover the 3-Step HVAC Growth Formula—a proven system to consistently bring in new customers.
