“Lately, I’ve been bringing my laptop with me when I go to my first meeting with homeowners. I take some measurements, then we sit down and I gear up my Comfort Builder software by Wrightsoft. More often than not, I walk out with a signed contract that same day.”
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Bob Quierolo, Jr. is president of B & B Heating and Air Conditioning, Inc. , a growing HVAC company based in Stockton, California. Before using the Comfort Builder program, Quierolo would visit a customer, making measurements and asking questions. However, he would have to return to his office to complete the Manual J calculations and proposal and then attempt to reschedule a meeting with the customer. With no software to help him, he lost many sales opportunities.
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Investing in the Future
“Purchasing the Comfort Builder program was one of the best business decisions I’ve made.” Investing in training is too. After purchasing the Comfort Builder program, Quierolo attend a Wrightsoft training class to learn more about the software and to jumpstart his learning.
Increasing the Close Ratio
Now, Quierolo closes approximately 75% of his sales calls and continues to improve. “Comfort Builder by Wrightsoft has helped me streamline the in-home sales process, because it gives the homeowner many, many reasons to simply move forward with me,” says Quierolo. The customization starts as soon as he arrives. The first thing he does is take a digital photo of their home, which later ends up on the front page of the proposal. He introduces himself, and proceeds to take measurements. He drops in the windows and doors, and does a block load on the home in about 20 minutes. Quierolo then uses the questionnaire to let the customer identify their needs, concerns, and priorities. “The questionnaire enables them to truly understand their options when it comes to things like air filters, humidifiers, UV lighting, etc. They sell themselves.”
Recognized Professionalism
“The real beauty of the software is how quickly I’m able to customize a proposal just for them, and how easy it is to do that in a single meeting.” He prints out this proposal, along with the floor plans and load calculations, and reviews them with the customer. That is something that other HVAC contractors cannot provide and it gives B & B Heating and Air Conditioning a strong advantage over their competitors. “What I’m discovering is that my word-of-mouth referrals are going up, too. People are impressed with my professionalism and the level of detail in my presentation and my proposal and they tell their friends about me. That feels great.”
The future looks very bright for B & B Heating and Air Conditioning. At the moment, the company is looking to hire new sales people. Within five years, Quierolo wants to have five or six service technicians, four installation crews, and two additional salespeople. And yes, he says, they will be trained on Comfort Builder by Wrightsoft.