In the HVAC business, growing your client base often comes down to one proven strategy: referrals. Word-of-mouth is one of the most reliable ways to attract new clients, and a solid referral network can help take your business to the next level. But how do you go about creating and maintaining this network?

Here are some simple, practical tips for HVAC contractors to build a referral network that works.

Partnering with Other Trades

One of the best ways to expand your referral network is by teaming up with other trades. Think electricians, plumbers, and home builders—anyone whose work crosses over with HVAC services. These professionals often work with customers who might also need your services, making them great partners for sending referrals your way.

How to Get Started: Reach out to trusted tradespeople in your area. Offer to send clients their way if they’re willing to do the same for you. Over time, this can become a steady stream of new business. It’s a simple win-win.

Example: Partnering with home builders is a great way to connect with new builds that could use your HVAC services. Similarly, working alongside electricians and plumbers during renovations opens up even more opportunities.

Leveraging Happy Customers

Your satisfied customers are often your best source for new business. When they’re happy with your work, they will likely recommend you to friends, family, and neighbors. But instead of just hoping for referrals, why not make it easy for them?

Ask for Reviews: After completing a job, send a quick follow-up asking for a review on Google, Yelp, or other platforms. Make it simple by including a direct link.

Offer Incentives: Give customers a reason to share your business with others. Offering small perks, like a discount on future services or a gift card, can encourage referrals.

Example: “Refer a friend and get 10% off your next service call! There’s no limit—refer as many people as you like!”

Offering Referral Incentives

Referral incentives aren’t just for customers—you can also offer them to others in the industry. Giving a bonus or commission to contractors, realtors, or property managers can lead to steady referrals that benefit everyone involved. 

How It Works: Set up a simple referral program for industry partners. Offer a percentage of the project’s value for every successful referral. Make sure the program is clear and easy for them to understand.

Example: “For every HVAC referral you send our way, we’ll offer a bonus. It’s a great way to help your clients while growing your own business.”

Using Digital Platforms

These days, having a strong online presence is essential. But beyond just having a website, you can use digital platforms to grow your referral network.

Social Media: Encourage your happy customers to tag your business or share posts about their experience. Running referral campaigns on social media, with perks for reviews or shares, is another way to get the word out.

Online Reviews: Use platforms like Google, Yelp, and Homestars to your advantage. More positive reviews mean more trust from potential clients. Don’t be shy about asking for reviews, and showcase the best ones on your website.

Example: “Leave a review and share it for a chance to win a free HVAC tune-up!”

Networking with the Industry

Attending industry events like conferences and trade shows is a smart way to build your referral network. These gatherings are perfect for meeting fellow contractors, suppliers, and even potential clients.

Popular HVAC Conferences in Canada:

  – CMPX (Canadian Mechanical and Plumbing Exposition) – Toronto

  – HRAI Annual Conference – Various locations

  – Buildex Vancouver – Vancouver

These events are excellent opportunities to build relationships and keep your business on the radar of others in the industry.

Tracking Your Referrals

To make sure your referral program is working, you need to track where your leads are coming from. By measuring the success of your referral efforts, you can double down on what’s bringing in the most business. 

Use CRM Tools: A CRM tool can help you stay on top of where your leads are coming from and allow you to follow up on referrals. Tools like HubSpot or Mailchimp can even automate parts of this process, so you never miss an opportunity.

Monitor Your Referrals: Create a system to track who’s sending referrals—from trades, customers, or online sources. Focus on the referral channels that bring in the most business and build from there.