If you’re running a landscaping business, winter doesn’t have to mean watching your revenue freeze. 

Instead, you can transform the off-season into your most profitable months with snow removal services.

However, landing snow removal clients requires a different approach than getting summer landscaping clients. 

This guide covers everything you need to get clients for snow removal, including:

• Understanding snow removal types and positioning your offerings.

• Online marketing tactics and local networking strategies that fill your pipeline.

• Identifying profitable residential customers who pay premium rates.

• Landing high-value commercial contracts.

• Discount strategies that attract clients without destroying margins.

• Upselling additional winter services to maximize revenue per client.

You’ll also learn how to avoid common pitfalls and build client relationships for repeat business every winter. 

What is snow removal?

Snow removal is clearing snow and ice from driveways, walkways, parking lots, and access routes. 

Although snow plowing and snow removal are often used interchangeably, true snow removal involves hauling snow off-site rather than just plowing it out of the way.

Many homeowners rely on professional snow removal to keep driveways and walkways accessible, especially if they cannot shovel snow. 

For businesses, snow removal is crucial to prevent liability issues and keep operations running during winter weather.

What are the different types of snow removal services?

You can specialize in many different types of services, each with its own pricing model, equipment requirements, and client expectations. 

• Residential: Driveway, sidewalk, and sometimes roof clearing for individual homeowners or for a community through an HOA.

• Commercial: Large contracts with commercial clients such as shopping centers, industrial parks, and offices.

• Emergency: Quick snow removal after large storms, often with 24/7 responses.

• Seasonal contract: Agreements for snow removal throughout the winter season.

• Private road networks: Snow removal for private roads in large residential developments or industrial areas.

• Municipal/government: Snow removal for public roads, school districts, and government facilities.

Once you’ve identified which service types align with your equipment and crew capacity, you can position yourself in the market and build a pipeline of qualified leads.

How do you get online leads for snow removal?

Digital marketing can drive snow removal leads year-round, especially if you spread your efforts across multiple channels.

The key to successful online lead generation is to find where your potential clients will likely look for snow removal services.

1. Online directories

Angi, HomeAdvisor, and Thumbtack are great ways to get the attention of homeowners actively searching for snow removal services. 

To stand out, make sure you:

• Create a detailed profile that highlights your equipment and expertise.

• Ensure your business name, address, and phone number are consistent across all online directories.

• Include high-quality photos of your trucks, team, and finished work.

• Clearly spell out your services, prices, and response times.

Focus on directories with a strong local presence in your service area, and respond to inquiries quickly to beat your competition.

2. Local SEO

Local SEO helps your business appear in search engines when people search ‘snow removal near me’ or ‘snow plowing in [city].’ If you operate in multiple cities, make a separate landing page for each city, including the city name and the services you provide in the title tag.

3. Google Business Profile

Having a Google Business Profile will make you stand out even more in local searches, and you’ll appear on Google Maps as well.

To create your Google Business Profile, you’ll need a Gmail account and basic business information. You may also need to verify your business, which can take three to five days.

• Complete every section of your profile, including services, hours, and photos of your snow removal team in action.

• Consider applying for Google Guaranteed status, which adds a green verification badge next to your profile to build customer trust.

• Use Google Posts to share seasonal promotions, updates, and storm preparedness tips.

People will also be able to leave reviews on your profile, so make sure to monitor and respond to them promptly.

4. Online reviews

When customers search for your business, online reviews act as powerful social proof that builds trust and influences buying decisions.

After each successful job, request reviews from satisfied customers through email follow-ups or text messages. Provide direct links to your Google, Facebook, or other review platforms to make it easy to leave a review. 

Once you receive reviews, respond to them by thanking positive reviewers and addressing any concerns raised in negative reviews.

5. Paid ads

Paid ads give your social media posts and landing pages a visibility boost, and they’re especially valuable at times when you know potential clients are searching for snow removal services.

Most platforms use PPC models, which allow you to pay only when someone clicks on your ad. The cost per click will depend on what keywords you optimize for; popular keywords like ‘snow removal’ will cost more per click, while specific long-tail keywords like ‘emergency snow plowing in [your city]’ will cost less. So…

• Reduce costs and target local customers by using location-specific keywords.

• Create targeted campaigns for residential and commercial services, using distinct messaging and landing pages.

• Use ad scheduling to increase bids during and after storms when demand peaks.

From there, track phone calls and form submissions to measure which ads generate actual revenue, not just clicks.

6. Email marketing

Email campaigns help keep your services top-of-mind with recurring customers, and they can be a great way to leverage your existing client base if you already have landscaping clients.

Here are three ways to maintain a healthy email list:

• Collect email addresses from website visitors, past customers, and contacts from local networking events to expand your list. 

• Send newsletters on winter preparedness tips to establish your authority as a snow removal expert, then offer early-bird pricing for seasonal contracts. 

• Once you start booking more jobs, include customer testimonials and before/after photos to build credibility.

Time your campaigns for early fall when property managers and homeowners are planning for winter.

7. Social media

Platforms like Facebook, Instagram, LinkedIn, and Nextdoor can help you connect with a network of clients and professionals in your local market.

Share content demonstrating your skills, like time-lapse videos or before-and-after photos. LinkedIn will work particularly well if your primary market is commercial property owners, while platforms like Instagram and Nextdoor will be more effective at reaching homeowners.

Once you’ve established a strong online presence, it’s a great idea to complement your digital marketing efforts with local networking and community engagement strategies.

How do you get snow removal clients in your area?

While digital marketing attracts online leads, face-to-face connections in your local community often generate the most high-value clients. 

When you meet people in person, you can establish a level of trust and credibility that’s difficult to achieve through online channels alone.

That trust is especially useful when pitching for emergency snow removal jobs and commercial contracts, where reliability is crucial.

1. Physical media

Door hangers, flyers, yard signs, and other forms of physical media create immediate visibility in neighborhoods where you want to work.

Design eye-catching materials that highlight your key differentiators, include your contact information, and include a QR code linking to your website or special offers. 

Distribute door hangers and flyers in the fall before your competitors start their campaigns. In the winter, ask property owners if you can put up yard signs to advertise your work to neighbors.

Focus these pricier marketing efforts on upscale neighborhoods where homeowners are more likely to pay for professional snow removal.

2. Community events

Local trade shows and community events put you face-to-face with leads and potential business partners. Watch for events like:

• SIMA’s Snow & Ice Symposium or similar trade shows; check sites like Eventbrite for events in your area.

• Local Chamber of Commerce mixers to connect with commercial property managers.

• Local sports and charity events you can sponsor to increase brand recognition.

Branded items like ice scrapers and toques are great for trade shows and casual events—and they help people keep your contact information handy.

3. Business partnerships

Strategic partnerships with local businesses can create mutual referral opportunities and expand your reach. 

Partner with HVAC contractors, plumbers, electricians, and other home services companies to offer package deals and cross-promote each other’s work.

Building relationships with property management companies and real estate agents will also create opportunities for large commercial contracts.

4. Referral programs

Offer service discounts, cash rewards, or free additional services for client referrals that win new contracts. This works best as a structured program with tiered rewards and clear discount limits.

Make sure you provide referral sources with easy-to-share assets including:

• Business cards

• Flyers

• Digital materials 

Also, track referrals carefully so clients don’t miss out on any rewards. 

You could also consider seasonal bonuses during the winter when customers are most likely to recommend snow removal services to neighbors and colleagues.

5. Network connections

Stay in touch with your network with regular check-ins, seasonal reminders, and helpful resources to keep you top of mind. Emails and LinkedIn messages can be effective, but don’t forget the importance of more personal strategies like:

• Periodic coffee meetings with commercial clients to discuss their property needs.

• Holiday cards with bonus offers for loyal clients.

• Hand-delivered thank-you gifts after major storms to show appreciation for large projects.

Also, remember that your network might be larger than you think. Your friends and family might know decision-makers who could help you land your next big contract, so don’t hesitate to let people know when you’re looking to land new clients.

Once you start generating leads through multiple channels, the next step is to identify which opportunities are worth pursuing and tailor your approach to attract the most profitable customers.

How do you identify your ideal residential snow removal client?

To identify your ideal residential clients, focus on leads most likely to hire professional snow removal and pay premium rates.

Target homeowners in upscale neighborhoods with large driveways, steep inclines, or properties where DIY snow removal isn’t practical. Older residents, busy professionals, and people with mobility issues tend to hire snow removal services more regularly, creating a high potential for repeat business.

HOAs and property managers can also be excellent sources of high-value contracts, as they’ll need snow removal across multiple properties.

When leads express interest in your services, qualify them by asking questions like:

• What snow removal services do you need?

• How quickly do you need service after a snowfall?

• What’s your budget for snow removal?

• Have you used snow removal services before?

Their answers will help you gauge their expectations and whether the job will be profitable. Look for prospects willing to discuss seasonal contracts—or focus on commercial clients for higher-paying work.

What are the best ways to get commercial snow removal accounts?

Commercial snow removal contracts are generally more profitable, since they tend to be large jobs with scope for seasonal contracts. 

However, that also makes them more competitive—meaning you’ll need a strategic approach to reaching commercial clients:

• Target high-value businesses that prioritize safety and liability over the cheapest service, such as medical facilities, shopping centers, and office buildings. 

• Network with property managers by attending property management association meetings, commercial real estate events, and facility management conferences.

• Join professional organizations like BOMA (Building Owners and Managers Association) or other facility management groups. Members of these groups will often manage multiple properties and control substantial budgets, and attending events will allow you to mingle with them.

Keep in mind that commercial contracts will likely need detailed proposals, insurance verification, and references. Be prepared with professional presentation materials that showcase your track record of success.

How can you offer discounts or specials to attract clients?

Promotions help attract new customers, but they shouldn’t come at the expense of your profit margins. The key is creating special offers that have value for both you and your clients:

• Seasonal discounts offer clients better prices when they sign up for contracts that span the entire winter. For example, if you charge $75 per individual visit, you could offer a seasonal contract that works out to $50 per expected visit.

• Referral incentives work best with clear terms that protect your profit margins. Structure them so that the rewards only activate once the new client has received their full service.

• Early-bird deals reward clients who commit early when you need to fill your schedule. You could offer 10-15% off seasonal contracts signed before October 1st or discounted rates for clients who prepay for their entire winter service package.

Discounts or specials can also include bundled services, where package deals incentivize customers to sign up for extra services.

How can you upsell additional services to snow removal clients?

Clients might not know that you offer services beyond basic snow removal. Suggesting additional services they need can help maximize your revenue while increasing the value you add.

Add-ons you can suggest include:

• Salt and ice management for ongoing safety during snowy winters.

• Sidewalk clearing for slip-and-fall liability protection.

• Roof snow removal to prevent ice dams and structural damage.

• Bundled maintenance packages, including fall cleanup and spring debris removal, to make winter weather hassle-free.

Property walkthroughs are the perfect time to identify and suggest additional services your client would benefit from. 

What are the common mistakes beginners make when getting snow removal clients?

New snow removal contractors often struggle to expand their client base when they compete solely on price, rather than emphasizing value and dependability. 

Avoiding these common pitfalls will help you build a profitable business from the start:

• Underpricing: Bidding too low might win you contracts, but it will hurt your profit margins and attract clients without the budget for extra services.

• Poor communication: Failing to respond quickly enough to inquiries will lead to lost business to more responsive competitors. Many beginners also neglect to explain their process and set realistic expectations, which can create conflict down the road.

• Lack of visibility: If you start marketing in winter, you’ll compete against contractors who have been building relationships all year.

• Not following up with prospects: One conversation won’t always close a deal, especially with commercial contracts. Many clients will need multiple conversations before deciding.

Many early-stage businesses tend to hold onto problematic clients longer than necessary. In some cases, you’ll need to fire snow removal clients to focus on building more profitable relationships.

How do you retain clients for your snow removal business?

Customer retention is a top concern for 30% of landscaping companies, since acquiring new clients costs significantly more than retaining existing ones. 

Satisfied clients provide predictable revenue, generate referrals, and often ask for additional services over time. Here’s how you keep them:

• Professional, responsive customer service builds positive client relationships from the start.

• Reliable service builds trust, especially during emergencies when demand peaks.

• Following up after each service ensures client satisfaction and lets you address any issues before they escalate.

• Loyalty programs that include discounts, priority scheduling, and other benefits preserve long-term client relationships.

How can Aspire help you get more snow removal clients?

Aspire’s snow removal management software helps you deliver reliable service, build client trust, and scale operations more effectively. With more efficient, organized workflows, you’ll be able to improve the customer experience at every level to attract and retain more snow removal clients.

With estimating features that integrate with past job data, TruCo Services was able to create more accurate snow removal bids. 

By using Aspire to track labor and material costs, management realized that their prices needed to increase if they wanted to be more profitable.

Aspire’s automated scheduling features create tickets as soon as contracts are won. You can drag and drop tickets into the scheduling board to view all details related to a job in each ticket. 

You’ll also have access to real-time job costing to understand how your current jobs stack up to your estimates and past performance. This can inform decisions about what types of jobs are the most profitable and what types to avoid.

Aspire’s invoicing features improve your cash flow with streamlined invoicing that includes instant payment options for customers. You’ll also be able to see past-due and paid invoices at a glance and email quick statements to customers who need a reminder.

Best of all, Aspire is designed to be an end-to-end platform for landscaping and snow removal businesses, so you can optimize your services for clients all year long.

Ready to see Aspire in action? Book a demo today to discover how Aspire can help you win more clients and have your most profitable winter yet.