Some of our employees were champions of Lucidchart before they ever began working at Lucid Software. Such was the case for McClain Smith, our sales development manager. McClain now helps our sales team present the value of our diagramming tool to potential customers, and he can do so in part because he experienced the value of Lucidchart himself while working as a sales representative.
Start your own diagram and follow along with the article! Click the orange text throughout the article to learn how you can use the same Lucidchart features as McClain did to close sales.
McClain used Lucidchart while selling video interviewing software. The value of this tool lies in efficiency: most companies have an arduous hiring process, and they need to streamline it, especially when they start screening and interviewing hundreds of people. This software sends applicants a link to an on-demand video interview, cutting out the time it would take to schedule and complete a phone interview and giving hiring managers a clearer first impression of the applicant.
It can be difficult to explain intangible value like this, but Lucidchart helped McClain visualize the software’s impact for clients. While McClain was on the phone with a prospective client, he would share his screen, open a diagram, and ask the prospect to explain the company’s hiring process. The simple drag-and-drop functionality in Lucidchart allowed McClain to quickly diagram the process as the prospect explained it.
McClain could ensure he understood the process completely by sharing his screen or sharing a view-only version of the document. The prospect could see the process map and give real-time feedback.
Once he finalized the prospect’s current process, McClain could create a new diagram mapping out a new process that would be possible with his company’s software. The updated process flow enabled the prospective client to see at a glance that this product cut the hiring process down by several steps.
The human brain only takes 13 milliseconds to gather context and emotion from an image. In that 13 milliseconds, this new diagram relates simplicity, less work, less stress. At times, McClain would diagram two potential processes using the software, and the prospect could more easily understand and compare his or her options with back-to-back visuals.
Attention to the details
As McClain built trust with potential customers, he could gain additional detail that allowed him to translate his solution into monetary savings for his clients. For example, say a recruiter spends 10 hours a week completing phone interviews and the company has considered hiring another employee to schedule these phone calls. The video interview software would make this phone interview step unnecessary. McClain could combine this information with a potential hourly wage and pinpoint the exact savings after the company implements the hiring tool. With a text box, McClain added these details underneath boxes in his diagram to support his pitch.
Speaking of the details, McClain could even pull in the prospective client’s logo with image import to make the diagram look more professional.
An effective sales pitch in minutes
Finally, McClain used these diagrams he created on the spot in subsequent presentations with the company. He could export the diagram to a PDF and then throw it into a slide deck along with extra documentation about the product. McClain explained that Lucidchart helped him close deals because these diagrams showed that he had done his research and would be able to deliver the value he promised.
This solution could apply to any sales team pitching software or products that rely heavily on process. With your own account—it’s free to get started—you too can use Lucidchart to understand a potential customer’s pain points and relate the value you’re offering. Clear value means certain sales.