This Is Why Your Ads Feel Like They’re Following You

Silence after you send a quote can mess with your head, but it’s usually just friction, timing, or mismatched tone. We walk through a follow-up email we’d actually send when a prospective client hasn’t replied for a few weeks, including the exact kind of wording that makes it easy for someone to answer without feeling pressured. The goal is simple: get clarity, uncover objections, and move the opportunity forward with a message that sounds human.

From there, we dig into why follow-ups work differently depending on personality. Some people want the direct question and a fast decision. Others need more detail, more reassurance, and a calmer, more considered approach. We talk about tailoring your sales follow-up email to different decision styles and how to do it even when you don’t have perfect information about the prospect.

We also zoom out into the system behind the message: tracking where each lead came from, linking your follow-up to the original campaign that triggered the enquiry, and adding a small hit of value so you’re not just “checking in.” We cover follow-up cadence, how newsletter nurturing fits in, and how targeted emails and case studies keep you relevant over time. Then we take a sharp turn into digital marketing tactics like geo-targeting and event targeting, why ads can feel creepy accurate, and how marketers can reach the right people based on where they physically go. If you want better response rates, smarter lead nurturing, and a clearer client acquisition process, this one is for you. Subscribe, share it with a friend who sells services, and leave a review with your best follow-up line so we can compare notes.

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Transcript

Follow-Up Email That Gets Replies

SPEAKER_01 0:00

So Charles, if you're following up with a prospective client, what is an email you would send to get a response? You haven't heard back from them for a couple of weeks. You've sent them the quote and there's crickets.

SPEAKER_00 0:11

Yeah. So so with the follow-ups, I always feel that it's personality driven. So what I would type would be my personality, which would be just simply asking. And word for word, I would write something like this. Um it's been a few weeks since uh we last spoke. I realize you may have been too busy to have read my email. I was wishing to find out what you thought of my previous proposal, if there was a proposal, and if there was any and if there was anything that may have stopped you from pro uh proceeding or progressing, and then I'll sign it off.

SPEAKER_01 0:42

Interesting.

Tailoring Tone To Personality Types

SPEAKER_00 0:43

It works with certain personalities and not with other personalities, I I must admit. Because a while ago I well, I think most people know there's four types of personalities. There's the reds, the greens, the blues, and the yellows. And so I mean a message like that will probably resonate towards maybe a red personality who just wants things done, an answer to be answered, or a question to be asked, don't be around the bush. Whereas someone I could imagine who might be a green or blue personality, that might be an email that's too upfront, too forward, too forward, and that they would prefer something a lot more polite and more subtle. I'm sure AI could fix my problem here very quickly, but if I was to write it myself, that's how I would do it. Because in most instances, you wouldn't have enough information to ascertain what personality they are. Now, if I knew they were of a careful, considered uh blue type of personality where they need a lot of detail, then I'm gonna do that on my email. I'll be going, I have realized that I haven't spoken to you in a while. Here are some of the key points that I forwarded to you last time, yeah, and here are some other things that you might want to consider. And it becomes a little bit longer email, knowing they're a blue personality. So that's how I would tailor it. How about you? Yeah.

Add Value And Track Campaign Source

SPEAKER_01 1:54

Generally I'll type back to whatever their problem was that they reached out to solve in the first place. So if it's a tax an issue with their tax bill or something like that, then I would type back in. So adding a little bit of value, triggering, triggering them a little bit.

SPEAKER_00 2:05

What if that problem isn't immediately apparent? Or perhaps you don't know what their problem is because someone might say, Oh, I want a new accountant. You can't possibly know their motivations.

SPEAKER_01 2:15

So the the way to do it is you've got to type back to your campaign. So it's got to be linked back to where did or what did what triggered them to inquiry in the first place. And because we track everything we do, we know what campaign they've come through. We know what messaging worked at that end, and the messaging, if you were line it up at the other end, is gonna

Follow-Up Cadence And Newsletter Nurture

SPEAKER_01 2:33

work.

SPEAKER_00 2:33

Okay, interesting. And how frequent will you do this follow-up?

SPEAKER_01 2:37

Generally within a week of your first email. So, for instance, they've inquired, they've come into the CRM, you've sent them a note about their inquiry, you reminded them why they why why they inquired in in the first place. If they haven't replied to that for whatever reason, people get busy, then I'd go back to them a week later and send them.

SPEAKER_00 2:52

At what point would you start?

SPEAKER_01 2:54

Well, after that, they then go into our newsletter campaign. So we give a couple of prompts and then they go into our newsletter campaign. And then once every couple of months, we'll send them a direct email, which is generally a mass email, yeah. Um, which is more targeted and more focused on solving the problems. And it might give them a client story, a bit of a case study example. It might talk about something that's in the news around capital gains, tax, because that's quite a heavy topic at the moment and negative gearing, government looking to make some adjustments there. So things that would be already on their mind as concerns, and then tying it back to what they originally reached out.

Geo-Targeting Ads Based On Locations

SPEAKER_00 3:27

That reminds me of something that happened a week ago where I was speaking with this online marketer. I think she's a reseller, she resells different online digital marketing platforms, and she does something called geo-targeting. And get this. If you walk into a store, say for example, you walk into a Louis Vuitton store, yeah, I can geo-target you and I could say, okay, for today's day, 17th of April, whoever walks into this specific store, I want to display my advertisement. Now, maybe I am a different brand, maybe I'm her maids, for example.

SPEAKER_01 3:57

Yeah.

SPEAKER_00 3:58

And so if they walked in the store and they're flipping on their phone, perhaps they're on Instagram, perhaps they're on, I don't know, LinkedIn or not LinkedIn, SydneyMortiherald.com.au, whatever it may be, then I could start displaying her maids in front of them. That's remarkable. Uh with a specific message along the lines of maybe didn't find what you liked at Louis Vuitton. We sell luxury.

SPEAKER_01 4:19

Over their shoulder. It's remarkable. I mean, the other the other way you can do it, so if you've got a you sell boats, for instance, and you know that the boat show is coming up at the ICC centre, you can geo-target around there, and you know that a large, large percentage of those are going to be in the market, or the large percentage of people that actually go through the doors there are gonna be in the market for a new boat or have an existing boat that they're looking for accessories for. Oh accessories, yeah. Absolutely. So you can retarget them that way, and you're only really spending on the people that are in that area.

SPEAKER_00 4:46

Or even if you're upsetting something like luxury cars, someone who could afford a boat clearly could afford a luxury car. Definitely, definitely.

SPEAKER_01 4:52

So understanding who you're understanding who your customer is at the end of the day, or your ideal target client is where it's, you know, is what it's all about. And then you figure out, well, where are these people?

Is Your Phone Listening To You

SPEAKER_00 5:01

Up until maybe uh that phone call, I thought that our phone, my phone was listening to me because at times I would be displayed advert advertisements from diamonds.

SPEAKER_01 5:09

I think it is. I still think it is.

SPEAKER_00 5:11

Oh, okay, okay, controversial. Controversial. I'm sure it is. I tried testing it out though with my wife, where I said, hey, let's test this out. And we repeatedly yelled at, I think, Mercedes Benz. I want to buy Mercedes Benz. I want to buy it now. Where can I buy it from? It didn't work. No Mercedes Benz. That's interesting.

SPEAKER_01 5:27

Yeah. No, I've definitely there a number of times I've had conversations with people about certain things, whether it's a type of Moosley bar or whether it's a type of software, and all of a sudden you jump on your social media and the ad is just sitting there.

SPEAKER_00 5:38

As marketer, as a marketer, you are obligated to find out whether that is the truth or not, and find out the system and share it on this channel. Where can we do this? How can we go about doing it?

SPEAKER_01 5:48

I'm gonna ask Claude and see what answer it gives me. Yeah, that'd be interesting. That would be.

How To Use Event Targeting

SPEAKER_01 5:52

Yeah, the geo geo-targeting stuff is very interesting because you know, if people want to target doctors for certain products, you might you might sell a software that's for clinics. Where is a convention of doctors being held at?

SPEAKER_00 6:03

Oh, there was one two weeks ago. There you go. Yeah, there was one.

SPEAKER_01 6:06

Yeah, all the time. It happens all the time. You just set your ad parameters for those particular days that it's on. You know you're going to be showing them to the right people. At lunchtime, they're scrolling through, all of a sudden, bang, offer them some kind of free download. You get their contact details and get the ball rolling.