Google Analytics vs Hotjar vs Visitor Identification: Which Tracking Tool Actually Moves the Needle for HVAC, Plumbing, and Roofing Sites?

GA4 is installed on 85%+ of contractor websites, but fewer than 15% have conversion goals actually configured. That means the vast majority of contractors have tracking installed and have never used it to make a single decision.

It makes sense. You got a website built, someone dropped a Google Analytics snippet on it, and nobody touched it again. Meanwhile, you’re spending $3,000 a month on ads with no clear picture of what’s working.

Tommy Mello of A1 Garage Door Service took the opposite approach - he tracks every single call back to the keyword level and built a $200M+ company doing it. His philosophy is that if you can’t tie a phone call to the exact ad and keyword that triggered it, you’re throwing money away. Most contractors are closer to the “no idea which keywords work” end of the spectrum.

There are three categories of tracking tools, and each one answers a different question. Most contractors need all three.

What each tool actually does

Google Analytics (GA4) answers: what happened? How many people visited, where they came from, which pages they viewed, and whether they converted.

Hotjar / Microsoft Clarity answers: why did it happen? Heatmaps show where visitors clicked. Session recordings show how they navigated. Form analysis shows where they gave up.

Visitor identification answers: who did it? Names, addresses, and contact information from visitors who never filled out a form.

Each tool fills a gap the others can’t. GA4 without heatmaps tells you people left but not why. Heatmaps without visitor identification show you the behavior but not the person.

Visitor identification without analytics gives you contacts but no context.

What GA4 shows you and what it misses

GA4 tracks traffic sources, page views, bounce rates, session duration, and conversion events. You can see that 400 people visited your AC repair page last month, 60% came from Google Ads, and 12 submitted a form.

That’s useful for budget allocation. You can tell which channels send traffic and which pages get attention.

What GA4 misses: it can’t tell you who those 400 people were. It can’t show you why 388 of them left without converting. It can’t reveal whether they scrolled past your phone number or spent 3 minutes reading reviews before bouncing.

GA4 gives you the scoreboard. It doesn’t show you the game.

The other gap is setup complexity. GA4’s event-based model requires manual configuration to track meaningful actions. If nobody set up conversion goals, all you’re measuring is visits - and visits without context are just vanity numbers.

What heatmaps and session recordings show you

Heatmap tools like Hotjar and Microsoft Clarity record what visitors actually do on your pages. Click maps show where people tap. Scroll maps show how far they read.

Session recordings play back individual visits like a video.

This is where you find out why people aren’t converting. Maybe your phone number is buried below the fold. Maybe visitors click on a service name expecting more details and nothing happens.

Maybe your form has too many fields and people give up halfway through. Form abandonment tracking can pinpoint exactly which fields cause the drop-off.

Over 80% of users who start forms abandon before completing them, according to MightyForms data. Heatmaps show you exactly which field causes the drop-off.

The cost difference between tools is significant. Microsoft Clarity provides unlimited session recordings and heatmaps for free. Hotjar’s free plan caps you at 35 daily sessions.

The Hotjar Plus plan at $39/mo gives you 100 daily sessions, and the Business plan at $99/mo gets you 500. The Scale plan runs $213/mo for unlimited.

For most contractors, Clarity does everything Hotjar does at zero cost. The only reason to pay for Hotjar is the survey feature, which lets you ask visitors questions directly on the page.

What visitor identification adds

GA4 tells you what happened. Heatmaps show you why. Neither tells you who was on your site.

Visitor identification matches anonymous website sessions to real identities. When a homeowner visits your AC repair page from their home WiFi, identification technology cross-references their session against consumer databases to surface their name, address, and sometimes email or phone number.

Home service B2C match rates typically run 15-35% for residential identification. That means on 500 monthly visitors, you could identify 75-175 households that showed interest but never called.

B2B visitor identification tools like Warmly report up to 65% identification rates using 20+ data sources, but those tools match business IP addresses to companies. They can’t identify homeowners on residential connections. If you’re a contractor, you need B2C-specific tools like PipelineOn, Opensend, or Retention.com.

The value is in what happens next. You can send a postcard to an identified visitor within 48 hours of their visit. You can trigger an automated email sequence. You can add them to your CRM and have your team call.

Princeton Air Conditioning went from a 2.1% conversion rate to 8.3% by adding geo-targeting to their Google Ads. That kind of improvement starts with knowing who’s visiting and where they’re coming from. When you layer visitor identification on top of analytics and heatmaps, you can act on the data instead of just staring at it.

Price comparison

Tool	Cost	What you get
Google Analytics 4	Free	Traffic data, conversion tracking, audience reports
Microsoft Clarity	Free	Unlimited heatmaps, session recordings, rage clicks
Hotjar (Free)	$0	35 daily sessions, basic heatmaps
Hotjar (Plus)	$39/mo	100 daily sessions, surveys
Hotjar (Business)	$99/mo	500 daily sessions, integrations
Hotjar (Scale)	$213/mo	Unlimited sessions, advanced features
CallRail	$50+/mo	Call tracking, keyword attribution
PipelineOn	See pricing	B2C visitor identification for home services
Warmly	Enterprise	B2B visitor identification (not for residential)

The free tools - GA4 and Clarity - give you 80% of the insight you need for $0. Call tracking and visitor identification are where you start spending, and both pay for themselves if you’re running paid ads.

The stack that works for contractors

You don’t need to pick one tool. You need a stack, and the right one for most home service companies looks like this:

GA4 (free) - baseline traffic and conversion data. Make sure conversion goals are configured for form submissions, phone clicks, and chat starts.

Microsoft Clarity (free) - heatmaps and session recordings. Watch 10 sessions per week on your top landing page. You’ll spot problems in your first sitting.

CallRail ($50+/mo) - call tracking with keyword attribution. Non-negotiable if you run Google Ads. Without it, you’re guessing which keywords produce actual calls versus tire-kickers.

B2C visitor identification - names and addresses from anonymous visitors. This is the layer that lets you follow up with the 96% who leave without converting.

That full stack costs $50/mo plus whatever you spend on visitor identification. GA4 and Clarity are free. The paid tools pay for themselves quickly when you’re spending thousands on ads.

Google reports that 53% of users leave pages that take longer than 3 seconds to load. Before you add any tracking tool, make sure your site loads fast on mobile. All the analytics in the world won’t help if visitors bounce before the page renders.

What to set up first

If you’re starting from scratch, here’s the priority order:

Week 1: GA4 with conversion goals. Install GA4 if it isn’t already there. Set up goals for form submissions, phone number clicks, and chat interactions. This is step zero - you can’t optimize what you’re not measuring.

Week 2: Microsoft Clarity. Takes 5 minutes to install. Watch session recordings from your top 3 landing pages. Look for patterns - where do people scroll to? What do they click on? Where do they leave?

Week 3: Call tracking. Add CallRail or WhatConverts. Connect it to your Google Ads account. Within a week, you’ll see which keywords and campaigns produce calls versus wasted spend.

Week 4: Visitor identification. Once you have baseline data from the first three tools, add B2C visitor identification to start capturing the visitors who don’t convert. Set up a follow-up workflow - direct mail, email, or phone - so identified visitors hear from you within 48 hours.

HubSpot found that personalized CTAs convert 42% better than generic ones. The data from your tracking stack tells you exactly how to personalize. If someone visited your water heater page, your follow-up should mention water heaters, not a generic “we do plumbing” postcard.

The verdict

GA4, heatmaps, and visitor identification aren’t competing tools. They answer different questions and you need all three.

GA4 is your baseline. Every contractor should have it with goals configured.

Clarity replaces Hotjar for free. Unless you need on-site surveys, there’s no reason to pay for heatmaps.

Visitor identification is the tool that actually changes how many jobs you book. Knowing what happened on your website is useful. Knowing who was there and being able to follow up is revenue.

Start with the free tools this week. Add call tracking when you’re ready to see which ads produce calls. Layer in visitor identification when you want to stop losing 96% of your traffic to the void.