Six Propane Sales Strategies You Can Implement Now for Long-Term Growth

The propane industry is more competitive than ever. Growing demand over the years has attracted more propane marketers, raising customer expectations beyond just receiving fuel. Today’s customers expect reliable service, seamless communication, accurate billing, and safe, on-time deliveries.

According to the U.S. Energy Information Administration (EIA), U.S. propane consumption reached 1.48 million barrels per day in January 2025—the highest January usage since 2005 and the highest monthly consumption since February 2007. This surge was fueled largely by severe cold weather, driving up heating demand across the country.

With increased demand and competition, it’s more important than ever for propane marketers to revisit and strengthen their selling strategies. Whether you serve residential homes, agricultural operations, or commercial businesses, how you sell and deliver your services matters more now than ever before. The most successful propane companies aren’t just focused on keeping tanks full. They use smart sales tactics, efficient routing tools, and customer-centered systems to build lasting relationships. If you’re looking to grow revenue, improve customer retention, and stand out in a crowded market, these six strategies will help guide your success.

Know Your Customers, Your Market, and Your Opportunity
To grow your propane business, you need to understand who you’re serving—and where the biggest opportunities are. Your customer base might include homeowners, construction companies, farms, restaurants, schools, or industrial clients. Each one has different tank sizes, delivery needs, usage patterns, and expectations.

Start by segmenting your customers. This helps you tailor services, target communication more effectively, and spot growth areas.

Ask yourself:
• What types of customers use the most propane?
• How frequently does each segment require delivery?
• Which customers are on keep-full vs. will-call schedules?
• Are you receiving more service calls from residential or commercial clients?
• Which customer types bring in the most revenue or have the longest life cycles?
• Are there geographic areas or industries you haven’t tapped into?

With a clearer understanding of your customer data, you’ll be able to focus on the most profitable segments and build stronger marketing and service strategies around them.

Clarify and Promote Your Value Proposition
Saying “We deliver propane” won’t help you stand out. What makes your company the best choice? What do your customers care most about—safety, dependability, fast service, tank monitoring, budget plans?

For example, if you serve families that rely on propane for heat, highlighting emergency after-hours delivery might be more valuable than price matching. Your value proposition needs to reflect your customers’ priorities.

Examples of strong differentiators include:
• Remote tank monitoring for accurate delivery timing
• Budget-friendly payment plans or auto-pay options
• Dependable delivery windows and routing consistency
• Emergency service availability
• Safety-first training and certifications for all technicians
• A user-friendly customer portal for online access and billing

Refining your value proposition starts with listening to what your customers value—then making that the highlight of your website, advertising, sales calls, and printed materials.

Educate Your Buyers
Many customers don’t fully understand how propane delivery works—or how your services improve safety, convenience, and peace of mind. Education can help build trust, loyalty, and long-term partnerships.

When your customers are informed, they’re more likely to stay with you, add services, and refer others.

Key areas to educate your market include:
• The benefits of keep-full vs. will-call service
• How remote tank monitors improve reliability and prevent runouts
• The importance of leak detection and safety inspections
• Differences in tank sizes and usage estimates
• Tips for reducing fuel usage and increasing efficiency

Use blog posts, email campaigns, social media, and one-on-one customer conversations to share this information in a helpful, non-salesy way. When buyers see you as an expert and a partner, they’re more likely to grow with you over time.

Lead with a Problem-Solving Pitch
Sales isn’t about pushing propane—it’s about solving problems. Understanding the pain points of your customers helps you position your services as the solution.

For prospective customers, common frustrations might include:
• Unexpected runouts or delays
• Inconsistent delivery schedules
• Poor customer service or hard-to-reach companies
• Confusing billing or payment systems

For current customers, issues might be:
• Unclear communication about deliveries
• No insight into tank levels
• Lack of service flexibility
• Limited online access or account control

Speak to these concerns with real solutions:
• “Tired of running out of propane during the coldest nights?”
• “Want to avoid surprise bills or fuel surcharges?”
• “Looking for reliable, scheduled deliveries with no guesswork?”

Then, show how your propane company—and the systems you use, like Advantage Route software—solve these issues. Testimonials, success stories, or before-and-after case studies can go a long way in reinforcing the message.

Use Online Channels to Drive Visibility and Leads
Today’s propane buyers are online—searching for delivery companies, comparing services, and reading reviews. If your business isn’t showing up in search results, you’re missing potential leads.

Here’s how to build a strong digital presence:
• Google Ads: Target searches like “propane delivery near me” or “home propane service.”
• Google Local Services Ads (LSA): Show up at the top of local results for service-based queries.
• Yelp, Nextdoor, Facebook Marketplace: Build trust and visibility in local communities.
• Email Campaigns: Keep your customers engaged with service updates, safety tips, and seasonal promos.
• Social Media: Share photos of your team in the field, customer testimonials, safety checklists, and behind-the-scenes updates.
• Website & SEO: Make sure your website clearly outlines your service area, delivery options, safety protocols, and customer tools—and that it works great on mobile.

Be where your customers are—and make it easy for them to understand what sets your company apart.

Nurture Existing Customers for Long-Term Growth
It’s more cost-effective to keep a customer than acquire a new one—and happy customers are your best advocates. By nurturing those relationships, you unlock opportunities for upselling, referrals, and long-term retention.

Engage current accounts by:
• Offering loyalty discounts or referral rewards
• Checking in regularly with usage reports or service reminders
• Promoting tank monitoring as an upgrade
• Introducing seasonal services like tune-ups or safety checks
• Sending thank-you gifts or branded items for long-time customers
• Requesting Google reviews after a positive experience

Small gestures, consistent communication, and reliable service go a long way toward building customer loyalty.

Bonus Tip: Equip Your Team with the Right Technology
Propane delivery companies succeed when operations run smoothly—from routing and scheduling to billing, safety, and customer service. That’s where Advantage Route makes a difference.

Their propane-specific software supports every aspect of your business:
• Route Manager: Utilize their all-in-one platform for delivery planning, invoicing, customer records, and scheduling.
• Mobile Apps for Drivers: Enable real-time order entry, payments, tank readings, and service logging from the field.
• Route Optimization: Reduce fuel costs and maximize delivery efficiency with intelligent mapping.
• Remote Tank Monitoring Integration: Sync with Otodata and other monitoring systems to track usage and schedule timely deliveries.
• Electronic Truck Interface (ETI): Automate meter readings by presetting gallon or dollar amounts from your mobile device to control pump stops and transfers accurate data instantly.
• Customer Portals: Let customers view their account, schedule deliveries, and pay bills online anytime.
• Customer Message Center: Automate appointment reminders, delivery confirmations, and promotions via text, email, voice, or fax.
• Reporting & Dashboards: Track deliveries, monitor driver performance, and get insight into fuel usage and customer trends.

With Advantage Route, your team spends less time chasing paperwork—and more time building relationships.

In Summary
Selling propane isn’t just about delivering fuel—it’s about providing a dependable, safe, and customer-friendly experience. By knowing your market, leading with solutions, showing up online, and using the right technology, you’ll build a business that grows with confidence and stands out from the competition.

The propane industry is evolving—and the companies that adapt will lead the way.