With a global market projected to reach $227 billion by 2028 and a robust U.S. market generating $150 billion annually, it’s clear that the HVAC industry is experiencing exponential growth.
While a shortage of skilled labor, coupled with rising inflation, has impacted homeowner spending, the situation has been alleviated by tax incentives and the growing demand for energy-efficient solutions.
It’s important to note that the residential sector remains the primary market, accounting for over 50% of total HVAC sales, followed by commercial and industrial segments. Within that, cooling and air conditioning services dominate the industry, generating 57.8% of revenue.
To capitalize on these market dynamics and overcome industry hurdles, effective lead generation is critical. Below are 10 proven strategies to supercharge your HVAC business and get more leads.
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Consider collaborating with smart home device manufacturers to offer bundled services–for instance, you could target customers who purchase a smart thermostat with offers for a discount on an HVAC system inspection or upgrade. With the boom of smart thermostat sales–projected to grow from $1.2 billion in 2022 to $3.8 billion by 2029–this could mean a substantial increase in your customer base.
What’s more, you could upgrade the type of services you offer by incorporating IoT, or smart sensors, in the systems you install. These devices are becoming more and more widespread among homeowners as they allow them to control their indoor environment directly through smartphones, which is not only very convenient, but also tends to result in greater energy efficiency. By integrating smart technology into your HVAC services, you can offer innovative solutions, alert customers to maintenance needs, and optimize energy use, positioning your business as a leader in the industry.
Geofencing is the creation of a virtual geographic boundary that triggers actions when a mobile device enters or leaves it. It’s a technology that allows you to reach potential customers more effectively by simply making sure that they see ads for your services when they enter a specific area.
For example, you could implement geo-fencing around neighborhoods with older homes that are more likely to need HVAC upgrades. That way, when residents enter the area you have selected, they will receive targeted ads on their smartphones or laptops offering a discount or free consultation for your HVAC services.
If you are worried about how to go about selecting the best areas for targeting, there are a number of location intelligence solutions that can help. With Maptive, for example, you could refine your targeting by identifying specific demographics, property values, and HVAC system age within a given area.
Content marketing is one of the most cost-effective ways of making your business stand out online. By developing localized content marketing that addresses specific challenges in your service areas, you can build trust with new leads and ultimately turn them into paying customers.
If you provide valuable advice on maintaining HVAC systems, for example, you can position your business as a trusted local expert. What’s more, you can optimize your content for local SEO (Search Engine Optimization) by incorporating relevant keywords and phrases. For instance, if you serve the city of Austin, Texas, you might target keywords such as “Austin HVAC repair,” “AC maintenance Austin,” or “heat pump installation Austin.” By ranking well for these terms, you can increase your visibility in local search results and attract potential customers.
And if you want to go a step further, you can also use location intelligence software, like Maptive, to tailor your content to specific neighborhoods, demonstrating your in-depth understanding of local homeowners’ challenges. For example, if you operate in an area with particularly humid summers, your content could address how to maintain indoor air quality, reduce energy consumption, and prevent mold growth.
Consider providing virtual consultations where potential customers can walk through their home with a technician via video call. The technician can provide preliminary advice and suggest potential upgrades or repairs, leading to booked appointments.
Many people appreciate the convenience and flexibility of remote consultations as it eliminates the need to have strangers in their home. This approach also helps service providers maintain their schedules and avoid inconveniencing clients with unexpected delays.
Virtual consultations are also easily scalable, allowing you to expand your partnership network with local entities. Local municipalities, for example, often promote ways for homeowners to become more energy-efficient, and by offering remote audits you can easily become the chosen service provider of government-incentivized HVAC upgrades or community-backed initiatives promoting energy efficiency and sustainability.
Another effective strategy for fostering partnerships with local municipalities is to provide free or discounted energy efficiency audits. These assessments allow your technicians to identify potential HVAC system upgrades while simultaneously building valuable relationships with homeowners.
Although the audit itself doesn’t guarantee immediate business, it iss a prime opportunity to showcase your expertise and establish trust. By delivering exceptional service during the audit, you increase the likelihood of being selected for future HVAC projects.
Successful partnerships with municipalities, combined with a strong focus on sustainability, can contribute to your business growth. Regulations like the U.S. Inflation Reduction Act, coupled with the increasing popularity of renewable energy sources, are driving a shift towards energy-efficient solutions–so if you can position your business as a leader in this space, you can capitalize on these market forces and attract environmentally conscious customers.
Consider introducing a rental service for portable HVAC units or dehumidifiers during peak seasons. While it may initially seem counterintuitive, this strategy serves multiple purposes.
First, it addresses the needs of customers who may be uncertain about purchasing a full system or require a temporary cooling or dehumidification solution. Second, it capitalizes on peak season demand by generating additional revenue streams.
You can offer customers the option to apply rental fees towards the purchase of a full system, creating higher chances to convert renters into buyers, fostering long-term customer relationships.
This approach also accommodates price-sensitive customers who may be unable to afford a full system outright but are willing to invest in a rental solution.
Replacing an HVAC system can be a large investment, often deterring homeowners from upgrading to newer, more energy-efficient models.
To overcome this hurdle, you can implement a trade-in program where customers can exchange their old HVAC units for a discount on new, energy-efficient models.
However, instead of making it all about the cost, you can position it as an eco-friendly initiative, which is more likely to attract environmentally conscious homeowners and promote the adoption of sustainable technologies.
Homeowners know that HVAC systems are the key to maintaining a comfortable indoor environment–unfortunately, they are also painfully aware that HVAC breakdowns often occur at the most inconvenient of times, leaving them scrambling to find available service.
So imagine if they had the option of signing up for an emergency service subscription. They wouldn’t have to worry about breakdowns or surge pricing. Your customers could enjoy peace of mind knowing that expert assistance is just a phone call away, regardless of the season.
This proactive approach not only generates reliable revenue but also strengthens customer loyalty by demonstrating your commitment and reliability.
Encourage neighbors to look out for each other’s HVAC systems, offering incentives like discounts or free check-ups for referrals within the group. This fosters a strong sense of community and mutual care while driving business growth.
Becoming the “go-to” HVAC service provider in a neighborhood requires more than just exceptional service; it involves active participation in the community. If you can demonstrate your commitment to the well-being of your customers and their neighbors, you can build a strong foundation of trust that will eventually translate into repeat business.
Word-of-mouth marketing remains one of the most effective ways to grow your HVAC business, so creating a robust referral program can boost your customer base.
Personal recommendations are often more trusted than traditional advertising–so remember: a satisfied customer is always your best advocate.
Try offering compelling incentives, such as discounts, free tune-ups, or gift cards, to encourage customers to refer friends and family. And make sure that the referral process is simple and trackable to ensure everything goes smoothly.
Fred Metterhausen is a Chicago based computer programmer, and product owner of the current version of Maptive. He has over 15 years of experience developing mapping applications as a freelance developer, including 12 with Maptive. He has seen how thousands of companies have used mapping to optimize various aspects of their workflow.
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