Avi Arya explains why prospects go silent after receiving proposals: agencies fail to deliver real value and send proposals by email instead of in person or on video. He introduces FOYCM, a framework to identify hidden revenue or cost-saving opportunities in the client's business and present clear financial upside.
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You wasted my time. You did not know anything about my business. You've all had a boyfriend or a girlfriend. No. I really like your. Yeah, yeah, I think. I think we can work together. Let's talk next week. Yeah, I'm busy right now. We'll talk next week. Make sure this guy never calls me again. Hey, guys. Welcome to the next video in the holiday season. I'm going to open one more for you guys to be able to see. What are the questions that we're getting? This is a good one. Why don't people pick up our call after they have seen our proposal, even though they sounded very interested in the first place? Ladies and gentlemen, watch this video till the very end because this is the most, most, most common question. And most of the time that happen with agency founders. I. We found a client. He actually called me for a meeting. I met him on Zoom. I gave him the proposal. He said, I like the proposal. Allow me to get back to you after the holidays. My wife is not well. My father's not well. Next month I'm going to get the money. I'm going to start with you. But it's been two weeks. He's not called me back. And guess what? Earlier on he was replying to my WhatsApp messages. Now he has stopped doing that. What should I do? Ladies and gentlemen, boys and girls, you should not have sent the proposal in the first place. You cannot send a proposal in the first place. Guys, you've all had a boyfriend or a girlfriend. If you really want that new relationship, do you send a text message? No. Do you send an email? No. You actually show up. You actually show up and you look that person in the eye and. And you make the best possible proposal ever. Who sends a proposal on email? It's a proposal for a new relationship. It's to be taken as seriously as you take it with a boy or a girl. You cannot just send a proposal. You send a proposal and I promise you, you've lost the client. It does not add that kind of value. Does not matter where your client is, which part of the world. If he's abroad and he's overseas, then you can do Zoom. And I'm going to talk about that in a different meeting. But if you're in the same country, in the same city, heck, you cannot send a proposal. That's the biggest mistake you've made. Point number two, if they're not picking up your call, that means you did not understand them and they are telling you, sending you a silent, subtle message. Stop wasting my Time. Get the hell out of my life. Because doesn't matter how busy I am, if I want to buy a house, I've applied to the bank for a loan and I'm in a busy meeting. I'm doing this video. If my banker calls me saying that I've got the million dollars for you to buy the home, I will say, stop this video. I need to take this call. If my daughter's school is calling, I've got two kids and the school is calling, I say stop the video. I need to take this call. I will stop everything and take the call if that person is adding value to my life. You have not added value. And I will block the people who have wasted my time. See, in many parts of the world, cultures are such that people are not very straightforward. And they will on your face. They will not tell you, you wasted my time. You did not know anything about my business. I've given you two meetings and you understood nothing. Never call me again. They will not say that. Instead they will say block. Oh, I really like your. Yeah, I think. I think we can work together. Let's talk next week. Yeah, I'm busy right now. We'll talk next week. Make sure this guy never calls me again. That is what is happening to you. Because you have not understood the micro niche. You've not understood the pain point of the client. And the one system that I've been repeating for the last three years. I'm going to repeat over here again, is, is foycm. Find your client's money. Help him find his money. God damn it. You're also busy looking at your money, your retainer. With the insecurities and the anxieties that we have in life. We all have insecurities and anxieties. We have to put them in a box, pack them on the side. Go and focus on the client. This is you and this is your client. Both of them cannot be focusing on different things. Both of you have to focus on one. If the client has a problem, you forget your problems. Oh, my God. Which I don't get. I won't make rent this month. I will not make money this month. What will happen? Forget your problems for some time. Go and talk about the client's problems. Make him understand that you have spent time to understand his problems. How you can solve it. Once both of you are solving the same problem and his problem is solved. He wants to have a relationship with you. Then you go back and thinking about your problem. How much money am I going to charge you? He's Going to come to you and help you solve your problem. Okay, how can I help you make more money? Can we work together? Can I give you more work? More work, more work. So when the client has a problem, fix, talk about his problem. Fine. That's how it works. A relationship is never two people thinking in two different directions. If a husband is in problem, the wife will go and help him. Then when she has a problem, he will help her. It cannot be two people in two different directions. Think of it as a relationship. First thing is find your client's money. That's why he's not calling you back. And if you want to know how to find the client's money, I've got enough videos I'm going to link over here which says how to actually calculate the ROI of every single industry. And once you do that and you present to him, he's like, oh my God, you found my money. That's exactly what I was telling my team. This is where the money is. They don't understand. Thank you for figuring out the whole system. How much do you charge? Please can you work with me? And the thing will start changing. I'm going to give you more details on related videos. Ladies and gentlemen, if people are after sending a proposal, people are not responding to your call. It doesn't mean that they're busy. It means you have added zero value to them and now you're irritating them and they don't want to talk to you. So make sure that you find your clients money. Thank you very much for watching this video. This holiday season we've got lots and lots of gifts coming for you. People had questions, so I thought, what's the best gift I can give to all of you people? So we wrapped around answers in the form of gifts and we're giving them to you. So if you love this gift, go to the comments and say love this gift and tell me what is your biggest takeaway Because I'm going to be sending some Diwali, Amazon Diwali, Christmas and New Year Amazon gift cards to you people. So the best answer is going to be selected and I'm going to give you that price number two. All of you people know that I have a WhatsApp community which is now about 4,5000 people strong, where we have only agency founders. So join that community really fast and tell people, interact with them, ask questions. We have daily accountability, we have weekly seminars, monthly webinars. Lots of good stuff is happening in that community. Take care of yourselves guys and keep watching the Aviary series of videos. Thanks for watching. See you in the next one. Bye for now.
