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In a market as large and competitive as Dallas, it can be easy to assume that price alone drives decisions. For Business Process Consultant Collin Rabbia, this recent win proves otherwise. By leveraging a powerful letter of recommendation and building genuine relationships, Collin turned an opportunity into a first-time account for Datamax. His story underscores the value of following through on promises and the lasting power of trust.

Leveraging a Letter of Recommendation.

The story began with a sale Collin completed late last year at another Catholic church. From that success came something invaluable: a heartfelt letter of recommendation. Collin understood how influential such references can be, particularly within vertical markets like churches and schools.

“I had sold a Catholic church toward the end of last year and got a great letter of recommendation from them,” Collin explained. “I used that along with a contact we had with the Catholic Diocese of Dallas that we had gained previously as well. Both of those things went a long way.”

That combination of credibility and personal connection opened the door to St. Gabriel the Arch Angel Catholic Church.

Competing on More Than Price.

The incumbent vendor had bid lower. While Datamax’s proposal saved the church money compared to current spending, it was still more expensive than the competing bid.

Collin stayed true to his philosophy of partnership, making it clear he was not chasing a one-time sale. “When we sat there in our meetings with them, I made it clear that I am not trying to do a one-time sale. I like to build partnerships that are long lasting,” he said.

He reinforced Datamax’s strengths in quality equipment, trusted service, and local presence. “I tell everybody, we sell the number one piece of equipment on the market. We are not the cheapest, so we have to hang our hats on the service side. And we pride ourselves on our service. Being local definitely helps too.”

Building Trust and Winning the Account.

The process, which took six to eight weeks, showed how vital references and relationships are in the decision-making process of Catholic organizations. Because every vendor must be vetted through the Diocese, Collin’s ability to “name drop” trusted contacts and point to a successful peer experience carried real weight.

“At the church, they weren’t even beginning to look,” Collin recalled. “When I called and got the meeting set, it was one of those situations where we mentioned our relationship with the Diocese. Then we learned the church had one machine ending its contract in five months, another in eight. That timing worked in our favor.”

Collin’s persistence, paired with his ability to bring credibility through references, ultimately won the account. “Any time I can get a letter of recommendation and use it as a reference, it’s a big win. With any account, I like to call them up and see how it’s been for them the last six, twelve, or eighteen months. If they are willing to provide a letter, that’s huge. If you can get someone to verify what you’re saying is true, that goes a long way.”

This win at St. Gabriel is proof that even in Dallas, relationships, trust, and follow-through are what make the Datamax difference.