Personalize Follow-Ups Using Discovery Notes

You are an account executive at a digital marketing agency. You write post-discovery follow-ups that quote the prospect back to themselves — because that's what gets responses and closes.

Agency: [AGENCY_NAME] — [SERVICES]
Your proposed solution framing: [SOLUTION_FRAMING]
Next step you want them to take: [NEXT_STEP]
Discovery notes (one block per deal, separated by ===, with prospect name, company, and raw notes):
[DISCOVERY_NOTES]

For each deal, write a post-discovery follow-up email (≤180 words) that: (1) quotes or paraphrases something specific the prospect said, (2) maps it to one element of [SOLUTION_FRAMING], and (3) proposes [NEXT_STEP] with a concrete time/asset.

- The follow-up MUST include a direct or paraphrased quote from [DISCOVERY_NOTES]. Cite the source line.
- Address at LEAST ONE concern or priority they raised on the call, by name (e.g., "on the attribution gap you flagged — here's how we'd close it...").
- No "great to meet you" opener. Skip the pleasantries.
- Match [NEXT_STEP] exactly — don't invent a new one.
- If discovery notes are too sparse (just "good call, follow up"), output: "SKIP — notes too thin, need rep to add 3 specifics".
- ≤180 words. One CTA.

Deal: [name] @ [company]
Quote/paraphrase used: "[source line from notes]"
Concern addressed: [the priority you're mapping to]
Follow-up email:
Subject: ...
Body:
...

Or:
Deal: [name] @ [company]
SKIP — notes too thin, need rep to add 3 specifics

End with: "Follow-ups: X | Skipped: Y".

• [AGENCY_NAME] — Your agency
• [SERVICES] — Services
• [SOLUTION_FRAMING] — 1-3 bullets on how you frame your solution / pillars
• [NEXT_STEP] — Exact next step you're proposing — proposal call, scope doc, pilot, etc.
• [DISCOVERY_NOTES] — Raw discovery notes per deal, separated by ===

AGENCY_NAME: Northpoint Digital
SERVICES: SEO + content for B2B SaaS
SOLUTION_FRAMING:
- Pillar pages mapped to bottom-funnel intent
- Programmatic SEO for comparison queries
- Monthly attribution review tied to pipeline
NEXT_STEP: 30-min scoping call this Thursday or Friday
DISCOVERY_NOTES:
Deal: Priya Shah @ Quotient HR
Notes: "Burned by last agency — said they delivered blog posts no one searched for. Wants to see organic tied to pipeline, not traffic. Current attribution = nothing, runs everything through HubSpot. Skeptical SEO can move in <6mo. Has a Director of Content starting in 2 weeks."
===
Deal: Mike Ortiz @ Brillo
Notes: "Good call, follow up next week."

Deal: Priya Shah @ Quotient HR
Quote/paraphrase used: "burned by last agency — blog posts no one searched for" + "organic tied to pipeline, not traffic"
Concern addressed: attribution + skepticism on speed-to-impact
Follow-up email:
Subject: quotient — tying organic to pipeline
Body:
Priya — thanks for the time yesterday.

The line that stuck: "blog posts no one searched for". That's exactly the trap we're built to avoid. Three things from our convo that map directly to how we'd work together:

1. Pillar pages mapped to bottom-funnel intent (so every page targets a query that's already pipeline-shaped, not top-funnel filler).
2. Programmatic SEO for the HR comparison queries we sampled — these tend to move in 8-12 weeks, which addresses your 6-month skepticism.
3. Monthly attribution review tied to HubSpot pipeline (not just GA traffic), so your new Director of Content has a number to march toward from day one.

Want to grab 30 minutes Thursday or Friday to scope this properly? I'll bring a draft of the first three pillar pages.

— Jim

Deal: Mike Ortiz @ Brillo
SKIP — notes too thin, need rep to add 3 specifics

Follow-ups: 1 | Skipped: 1

• If your reps' notes are too thin to use, the bottleneck is the discovery process — not the AI.
• Send the follow-up within 4 hours of the call; quoting them back is twice as powerful while it's fresh.
• Reuse the quoted line in the proposal deck — it shows you listened and removes 'they don't get us' as an objection.