Campaign Architecture Overview
| Campaign Layer | Purpose | Typical CPL | Budget Share | Best For |
|---|---|---|---|---|
| Local Services Ads | Trust badge, top placement, pay per lead | $25 to $55 | 30 to 40% | All trades. Non-negotiable if available in your area. |
| Search: Emergency/Urgent | Capture "need it now" searches | $40 to $90 | 25 to 35% | AC repair, burst pipe, no hot water, power outage |
| Search: Planned Services | Capture "researching" searches | $30 to $65 | 15 to 25% | AC install, bathroom remodel, panel upgrade |
| Search: Branded | Protect brand name from competitors | $8 to $20 | 5 to 10% | Anyone bidding on your company name |
| Remarketing (Display) | Re-engage visitors who did not call | $15 to $35 | 5 to 10% | Quote requesters, service page visitors |
Search Campaign Structure
Campaign Organization
- Campaign 1: Emergency Services. Keywords: "emergency [trade] near me," "[service] repair urgent," "24 hour [trade]." These searchers need help now. Use call-only ads or call extensions prominently. Bid aggressively (these customers close fast). Set to run 24/7 with after-hours call forwarding.
- Campaign 2: Planned / Install Services. Keywords: "[service] installation," "best [trade] company near me," "[service] cost," "[service] quote." These searchers are comparing options. Use standard ads with landing pages that show reviews, licensing, and a quote form. Bidding can be more conservative.
- Campaign 3: Maintenance / Tune-Up. Keywords: "AC tune-up," "furnace maintenance," "plumbing inspection." Lower urgency, lower CPL, but great for building a customer base. Use seasonal promotions ("$79 AC Tune-Up Special"). Good for filling slow periods.
- Campaign 4: Branded. Keywords: your company name, company name + reviews, company name + phone. Low cost, high conversion. Defensive play to prevent competitors from stealing your branded searches.
| Ad Group (HVAC Example) | Keywords | Ad Copy Angle | Call Extension |
|---|---|---|---|
| Emergency AC Repair | "emergency AC repair," "AC not working," "AC broke" | Same-day service, licensed techs, flat-rate pricing | Yes, primary CTA |
| AC Installation | "new AC installation," "AC replacement cost," "best AC installer" | Free estimates, financing options, 10-year warranty | Yes, secondary CTA |
| AC Tune-Up | "AC tune-up near me," "AC maintenance," "spring AC check" | Seasonal special pricing, prevent breakdowns, extend lifespan | Yes, with promo mention |
| Heat Pump | "heat pump installation," "heat pump vs AC," "heat pump cost" | Energy savings, rebates available, free consultation | Yes, secondary CTA |
LSA Setup and Optimization
LSA Optimization Checklist
- Select every relevant service category. The more categories you select, the more searches you appear for. An HVAC company should list AC repair, AC installation, heating repair, heating installation, duct cleaning, heat pump services, and any other service you offer.
- Set your budget 20% higher than you think. LSAs often underspend their budget because ranking is based on reputation, not spend. Setting a higher weekly budget ensures you do not miss leads when demand spikes (heat waves, cold snaps, storms).
- Respond to every lead within 5 minutes. Google tracks your responsiveness and uses it as a ranking factor. Slow response = lower ranking = fewer leads. Set up notifications and assign someone to respond immediately.
- Dispute invalid leads weekly. Review every lead and dispute spam, wrong-service requests, and out-of-area calls. Most businesses only dispute 5 to 10% of leads, but the actual invalid rate is 15 to 25%. Disputing saves you real money.
- Generate reviews aggressively. Reviews are the #1 LSA ranking factor. Aim for 100+ reviews with a 4.5+ average. Send review requests to every completed job within 24 hours.
Remarketing for Home Services
| Audience | Window | Ad Message | Budget Priority |
|---|---|---|---|
| Service page visitors (no call) | 1 to 14 days | "Still need [service]? Licensed, insured, same-day service." | Highest |
| Quote form starters (abandoned) | 1 to 7 days | "Get your free estimate today. No obligation." | High |
| Past customers | 90 to 365 days | "Time for your annual [maintenance]? Book now + $50 off." | Medium |
| All site visitors | 14 to 30 days | Brand awareness with review highlights and trust badges. | Low |
Geo-Targeting Strategy
| Targeting Layer | Setup | Bid Adjustment | Rationale |
|---|---|---|---|
| Core Zone (0 to 10 miles) | Zip codes or radius from shop | +25 to 35% | Fastest service, lowest drive time, highest close rate. |
| Extended Zone (10 to 20 miles) | Zip codes or radius | +10 to 15% | Standard service area. Good balance of reach and efficiency. |
| Outer Zone (20 to 30 miles) | Zip codes or radius | Baseline (0%) | Edge of service area. Only serve if capacity allows. |
| High-Value Neighborhoods | Specific affluent zip codes | +15 to 25% | Higher average job values justify higher acquisition cost. |
| Exclusion Zones | Areas you do not serve | Excluded | Prevent wasted spend on unreachable customers. |
Set Location Targeting to "Presence" Only
By default, Google targets people "in or interested in" your target locations. This means someone in New York searching "plumber in Dallas" could see your Dallas ad. Change the setting to "Presence: People in or regularly in your targeted locations" to ensure you only pay for clicks from people actually in your service area.
Call Tracking Setup
| Tracking Method | What It Tracks | Cost | When to Use |
|---|---|---|---|
| Google Ads Call Tracking | Calls from call extensions and call-only ads | Free (included) | Always enable. Non-negotiable baseline. |
| Google Forwarding Numbers | Calls from your landing page (website call conversion) | Free (included) | Enable if you do not have third-party tracking. |
| CallRail / CallTrackingMetrics | All calls with source attribution, recording, and keywords | $45 to $145/month | Essential for serious advertisers. Best for multi-channel tracking. |
| CRM Integration (ServiceTitan, Housecall Pro) | Call-to-booking attribution, revenue per keyword | Varies by CRM | Ideal for connecting ad spend directly to revenue. |
Call Tracking Best Practices
- Set call duration thresholds. A 10-second call is not a real lead. Set your conversion threshold to 60 seconds minimum (90 seconds is better). This filters out wrong numbers and robocalls from your conversion data.
- Enable call recording (with disclosure). Recording calls lets you audit lead quality, identify training opportunities for your team, and dispute invalid LSA leads with evidence.
- Track calls by service type. Use unique tracking numbers for each service page (AC repair, plumbing, electrical). This tells you which services generate the most calls and at what cost.
Seasonal Budget Adjustments by Trade
| Trade | Peak Season(s) | Budget Increase | Slow Season | Budget Decrease | Year-Round Strategy |
|---|---|---|---|---|---|
| HVAC | Jun to Aug (cooling), Nov to Jan (heating) | +30 to 50% | Mar to May, Sep to Oct | -20 to 30% | Push maintenance specials in shoulder seasons. |
| Plumbing | Nov to Feb (frozen pipes, holidays) | +20 to 30% | Summer months | -10 to 15% | Relatively steady. Promote water heater and remodel year-round. |
| Roofing | Mar to Jun (spring repairs), post-storm | +40 to 60% | Dec to Feb (weather dependent) | -30 to 40% | Ramp up immediately after major storms in your area. |
| Electrical | Nov to Dec (holiday lighting, panels) | +15 to 25% | Jan to Mar | -10 to 15% | Promote EV charger installation and panel upgrades steadily. |
| Landscaping | Mar to May (spring planting) | +50 to 70% | Nov to Feb | -40 to 50% | Push snow removal in winter markets. Hardscaping in summer. |
Recommended Budget by Trade and Market
| Trade | Small Market (<100K) | Mid Market (100K to 500K) | Metro (500K+) | Split (LSA / Search / Remarket) |
|---|---|---|---|---|
| HVAC | $1,500 to $3,000/mo | $3,000 to $8,000/mo | $8,000 to $20,000/mo | 35% / 55% / 10% |
| Plumbing | $1,200 to $2,500/mo | $2,500 to $6,000/mo | $6,000 to $15,000/mo | 35% / 55% / 10% |
| Roofing | $2,000 to $4,000/mo | $4,000 to $10,000/mo | $10,000 to $25,000/mo | 30% / 60% / 10% |
| Electrical | $1,000 to $2,000/mo | $2,000 to $5,000/mo | $5,000 to $12,000/mo | 35% / 55% / 10% |
| Landscaping | $800 to $2,000/mo | $2,000 to $5,000/mo | $5,000 to $12,000/mo | 30% / 60% / 10% |
The Minimum Viable Budget Rule
Your monthly Google Ads budget should be at least 3x your target cost per lead, multiplied by the number of leads you need to fill your schedule. If your target CPL is $50 and you need 30 leads per month to stay busy, your minimum budget is $1,500. Going below this starves the algorithm of data and makes optimization impossible. If you cannot afford the minimum, focus 100% on LSAs until you can expand to Search.
Methodology & Sources
Campaign architecture based on Google Ads best practices for service-area businesses, Google LSA partner guidelines, and ServiceTitan/Housecall Pro marketing integration data.
- Google, "Google Ads Best Practices for Service-Area Businesses," 2024
- Google, "Local Services Ads Setup and Optimization Guide," 2024
- ServiceTitan, "Home Services Marketing Playbook," 2024
- WordStream / LOCALiQ, "Home Services Google Ads Benchmarks," 2024
- Housecall Pro, "Contractor Marketing and Advertising Guide," 2024
- Search Engine Journal, "Local PPC Strategy for Service Businesses," 2024
- CallRail, "Call Tracking Best Practices for Home Services," 2024
Frequently Asked Questions
The ideal structure uses three layers: LSAs for trust and top-of-SERP placement, Search campaigns segmented by service type and urgency, and Remarketing to re-engage past visitors. Each service you offer (AC repair, water heater install, electrical panel upgrade) should have its own ad group with dedicated keywords and ad copy. Geo-targeting should match your actual service area, not a wide radius.
Minimum viable budget is $1,500 to $3,000 per month for a single trade in a mid-size market. Multi-trade companies or metro areas need $5,000 to $15,000+. Allocate 30 to 40% to LSAs and 60 to 70% to Search + Remarketing. The key metric is cost per booked job, not cost per lead. If your average job is $1,500 and your close rate is 30%, you can afford a CPL up to $150 and still hit 3x ROAS.
Yes, especially for emergency services (burst pipe, AC failure, electrical emergency). Call-only ads skip the landing page entirely and connect the customer directly to your phone. They convert 30 to 40% better for urgent queries. For non-emergency services (AC tune-up, bathroom remodel), use standard search ads with both click-to-call and landing page options.
Use radius targeting centered on your shop or main service hub, set to your actual drive-time service area (typically 15 to 30 miles). Layer in zip code targeting for high-value neighborhoods. Exclude areas you do not serve. Set bid adjustments: +20 to 30% for zip codes within 10 miles, +10% for 10 to 20 miles, baseline for 20 to 30 miles. This ensures you bid more aggressively for nearby customers who are easier to serve.
Use Google Ads call tracking (free) for call extensions and call-only ads. For landing page calls, use a third-party call tracking tool like CallRail, CallTrackingMetrics, or WhatConverts. These assign unique phone numbers to each ad source so you can see exactly which keywords and campaigns drive calls. Call recording (with disclosure) helps you audit lead quality and train your team on phone skills.
It varies by trade. HVAC: increase 30 to 50% in June through August (cooling) and November through January (heating). Plumbing: steady year-round with a 20% bump in winter (frozen pipes) and spring (outdoor plumbing). Roofing: increase 40 to 60% in spring and after major storms. Electrical: relatively steady with a bump before holidays (lighting, panel upgrades). Landscaping: increase 50%+ in March through May, reduce 30% in winter.