OVERVIEW
The Low Commitment Consultation (LCC) is about turning prospects into paying clients.
In this module you will receive…
- The ‘famous’ incoming call script that outlines the value of the LCC service more persuasively than a high-end courtroom lawyer defending an innocent man in front of a judge on the ‘take’ and a jury made up of his family and best friends.
- A done for you LCC selling video (+ script + slides if you want to record yourself). Just cut and paste or use the link and you can win contracts today.
- Written proposal examples you can use, just add your details and adapt for your situation.
- The LCC email so compelling that one member won a $2,000 fee from a single email.
This is the fastest way to get quick results in your business. The LCC only requires you to use new words to explain the obvious value of the pre-design advice you are giving. Architects around the world are winning LCC contracts even in markets where other architects are ‘selling their soul’ and giving their knowledge and expertise away for free. Crazy!
Who ever tells the best story wins.
CORE TRAINING
Introduction to the LCC
Most architects are using a flawed sales process – the Low-Commitment Consultation (LCC) is the missing step, a small commitment, that provides your clients with genuine value because it is design to do three things:
- Reduce the clients project risk
- Find the better design options
- Bring the project home ‘on time and on budget’
Why you should think like a surgeon
- The 7 ways a surgeon does that you should copy
- The best time to assume control of the project (hint: it’s even before you get paid a dollar)
- The difference between a free meeting and an LCC
- The powerful visual ways to outline your process
Turning a service into a product
- The 5 steps that turn a complex service into a product
- See how the airline industry turns a complex set of services into a simple easy to understand product
- See how complex software is made simple by using a checklist layout structure - you can copy this approach 100%
Incoming Call Script
Adapt this Incoming Call Script to your own firm and keep it handy so you can use it when you first talk with someone about their project.
It will help you steer the conversation in a way that feels friendly and helpful, while ensuring that you are able to focus the process towards getting the next step, which might be an in-person paid consultation that offers true value while establishing them as your client.
Creating your LCC offer
In this short video Richard take you through how to complete the LCC worksheet.
Need & Options Review Video
This video is for selling the Needs and Options Review (LCC). You can use this video ‘as-is’ or customize it with the Powerpoint file and Word script provided.
EXAMPLES OF LCC PROPOSALS
Randolph Cole's Vision & Strategy Review
Based on the incoming call script Randy has produced his written ‘Vision and Strategy review.
See how Randy explains the risk of not doing this step and gives a real example of what success looks like for a local medical centre.
Dion Gosling's Needs & Options Review
See how Dion masterfully swipes and deploys the incoming call script into a written Needs and Options Review proposal.
Dion currently holds the record for the highest ‘known’ LCC sold at $12,000.
Ian Robinson's $2,000 LCC Email
Ian was too busy to call before he flew to Sydney to join me at the ‘AMA Thunder Down Under’ workshop, but he did have time to send an email to a prospect . When he returned the client had requested to kick the project off with an LCC for $2,000. Talk about effortless.
EXAMPLES OF COMPLETED LCC'S
(Right-click on image and select "Save File As..." to download)
Feasibility Study
(Zeke Freeman)
Needs and Options Review
(Dion Gosling)
Formulate The Brief
(Bruce Mitchinson)
BONUS: FRANK ALDRIDGE'S RIGHT TRACK WEBINAR
This workshop can be used to align a large project team or a husband and wife residential home project.
Watch this video from Frank on how to effectively deliver a pre-project workshop. If you like it you can buy the full training and resource tools – but there there are enough ‘how to’ instructions from Frank to make you look like a genius.
This is a workshop Frank runs with large corporate and government departments that have gone off the rails. Now he sells and positions the workshop as ‘what to do’ pre-project to make sure all moving parts are moving in the same direction.
