HVAC: Google Ads ROAS from sub-1.0 to 1.5–5.0x+

The challenge

The client had tried Google Ads before and got a sub-1.0 ROAS, losing money on every dollar spent. They'd written off paid search entirely.

The real problem wasn't the channel, it was the data. Google was bidding blind: no conversion signals, no revenue signals, no way to learn which clicks were worth paying for.

The strategy

Conservative targeting. Exact and phrase match only, city-specific campaigns, and intent-specific ad groups. No spray-and-pray broad match.

Intent-mapped landing pages. Mini-split searches went to mini-split pages. No generic "we do everything" landing pages, the ad, the keyword, and the page all said the same thing.

GCLID tracking. Captured the Google click ID with every lead and stored it in the CRM, so each booked job could be traced back to the exact click that produced it.

Revenue feedback loop. Sent actual revenue data back to Google so the algorithm optimized bidding toward jobs that closed, not just leads that filled out a form.

The results

ROAS improved from sub-1.0 to 1.5–5.0x+ within 6–8 months. We scaled to $30K/month in profitable ad spend, and the channel that "didn't work" became a reliable growth engine.