I Doubled a $2.7M Business and Learned This Game Changing Marketing Truth
I Doubled a $2.7M Business and Learned This Game Changing Marketing Truth
Most people think doubling your revenue in a home service business is about luck, timing, or spending more on ads.
It’s not.
When I helped a $2.7 million air duct cleaning company grow to $5.4 million in three years, it wasn’t because we got lucky. It was because I discovered one game-changing truth about marketing that most agencies don’t want you to know.
In this post, I’m going to show you exactly what we did—and how you can replicate it in your business.
Before I Started My Own Company…
Before launching my company that now helps home service businesses grow using digital marketing, I was the Director of Business Development at the largest air duct cleaning company in the U.S. They were doing $2.7 million a year—pretty massive for duct cleaning.
But when I got there, things were a mess.
They were throwing money at everything: SEO, Google Ads, Facebook, Yelp, Angie’s List. Leads were inconsistent, cheap, or just junk. Worse? There was zero lead management. We’d get leads and… that was it. No plan. No follow-up. No system.
The agencies we worked with? Cookie-cutter strategies and canned advice.
When I’d ask simple questions like:
- Who are these Google Ads leads?
- What’s our return on ad spend per channel?
- Are these leads turning into paying customers?
I got the same frustrating answer:
“That’s for you to figure out. Use your CRM.”
And I thought, “Wait—you’re the marketing experts. Why am I connecting the dots for you?”
If you’re a home service business owner, I bet you’ve felt the same way. You spend thousands on marketing… and still feel like you’re guessing if it’s working.
That’s when I realized we needed to flip the script.
The Breakthrough: The Customer Journey from Google Search to 5-Star Review
I started analyzing every customer interaction—over 1,000 calls. I wanted to know what made good leads actually convert into customers.
And I realized something big:
Most businesses don’t have a lead problem. They have a customer journey problem.
So we built a system with three core pillars:
Pillar 1: Visibility – Get Found by the Right People
Visibility is how new customers discover your business. It’s everything from SEO to Google Ads to referrals and B2B partnerships.
Here’s what we focus on:
- SEO (on-site & off-site) that actually drives traffic
- Ads that go to optimized landing pages with tracking
- Social media videos from your team, answering real customer questions
- Referrals & partnerships with a real game plan behind them
Example: We helped an electrician who was blindly spending $4,000/month on ads. After we reworked the campaigns, they generated $53,000 in closed revenue in one month—plus $127,000 in proposals. With the right tracking, we knew exactly what was working. So we did more of it.
Pillar 2: Conversions – Turn Visibility into Leads and Sales
Just because someone finds you doesn’t mean they’ll hire you. That’s why you need a conversion funnel.
Most businesses fail here in two ways:
- Lead follow-up: 41% of leads never get called. 66% get one call. That’s it.
- Estimate follow-up: Estimates are sent and forgotten.
You need:
- Chat widgets, estimate calculators, and online scheduling tools
- A lead nurture sequence with texts, emails, voicemail drops
- An estimate follow-up system that closes more deals without you chasing
One client increased their close rate by 12% just from our follow-up sequences.
Pillar 3: Retargeting – Bring People Back into the Funnel
Not every lead converts on day one. But with retargeting, you stay top of mind and bring them back when they’re ready.
What we set up:
- Monthly email newsletters
- Text marketing
- Review requests and referral asks
- Cross-sell campaigns
One company we worked with had zero customer re-engagement. After implementing just a monthly newsletter, they generated $263,000 in revenue in 12 months.
The Result? Predictable Growth That Isn’t a Gamble
This wasn’t a one-time fluke. After we proved it with the duct cleaning company, we rolled the system out to others:
- HVAC contractor: $3M → $6M → $8M in 36 months
- Another HVAC biz: $1.5M → $3M in 12 months
- Dozens of others using the same proven customer journey system
It’s a done-for-you flywheel that builds momentum month after month—and gives you the data to make smart decisions.
Tired of Wasting Money on Marketing That Doesn’t Work?
If you’re still guessing about your marketing ROI—or worse, gambling with your budget and hoping something sticks—it’s time for a change.
Build your customer journey.
Dial in visibility, conversions, and retargeting.
And most importantly: track everything so you can scale confidently.
Want help setting it up?
Discuss your Business with us!