Providing an on-point, creative solution that increases a client’s return on technology investment and produces the Raving Results we constantly seek to deliver.

Nick Roach recently earned a new nickname from his manager Robert O’Gorman… The Pizza Man. That’s because the Dallas/Fort Worth Business Process Consultant always delivers on time.

As can often be the case for our sales folks, as the past period progressed, it looked like key contacts were out for various reasons and things might push. Even so, Nick never stopped. He’s developed a reputation for consistently seeking opportunities all day every day, while having a distinct methodology (one could argue it’s an art!)  for building rapport beyond the proposed box and constructing a professional partnership.

“He is the most professional in being ‘pushy’ I’ve seen. While he’s not going to shy away from creating that sense of urgency, he’s all about building that relationship and trust,” Robert said. “I believe that it’s the ability to develop that relationship first that allows him to successfully push that urgency and flat out ask for peoples’ business.”

A great example of ALL of this came to light with First Methodist Church in Carrollton recently. 

The Business Challenge.

Nick had been calling and calling, but for whatever reason, could not reach the Operations Manager (the church’s decision-maker). Undeterred, he started creating a relationship with the main end user of the equipment, who provided plenty of details on their existing account when the two met for the first time.

“She talked about the pains and frustrations with their existing account,” Nick said. As one example, the vendor literally shipped them a drum to learn how to install themselves.  “For me, at that point, it was mainly about listening to the concerns of where they were currently at.”

The Strategic Approach.

A second meeting – the proposal meeting – was set up, with Robert planning to come along. The proposed equipment: A Canon c265 lite production unit for the majority of the church’s printing needs, and a Canon 5840 for the kids unit. More than any proposed equipment, it was in this meeting that Robert truly witnessed the art of relationship building that Nick has developed.

“You could tell, the end user just loved talking to Nick. Nick’s talking about his daughter, and then it’s right back to business. His ability to bob and weave back and forth between personal and business conversation, and remain professional throughout, is as good as I’ve ever seen,” Robert said.

Nick points to his background in hospitality/hotel management for at least a portion of that skill set.

“In the hotel industry, if you can show empathy, not just sympathy, and try to learn about who that individual is as a person, that goes a long way,” Nick said. “Even if we don’t have common connections or the same interests, I’m still going to care about the things you have going on. At the end of the day, it’s about genuinely caring about that human connection.” 

The Prevailing Results.

There was one distinct, completely unscripted moment, that Robert believes Nick “sealed the deal” in the proposal meeting.  The end-user was (again) verbalizing frustrations with their current vendor when Nick found just the right words.

“In the moment, my mind couldn’t think of the perfect way of verbalizing what I had to say, so I just said, ‘I can’t think of any better way to say this, but, you’re gonna love us,’” Nick recalls.

Her response? “I don’t doubt it.”

After the meeting, Nick sent a list of 10 church references and encouraged them to check out the Datamax Google Reviews. The rest, as they say, is history.  Nick even bawked at the idea of emailing a DocuSign over and, instead, drove to the church himself to deliver the paperwork.

“I wanted to do that because I wanted to express my excitement through conversation and body language about this new partnership,” Nick said. “It’s so important that they understand… we’re not just selling you a copier.”

The Pizza Man delivers again.  Better solution. Better partnership.