How to Build an Advertising Strategy That Follows Up and Converts Clicks into Customers

Video: $10M Advertising Strategy (Step-by-Step)

Nov 13, 2026 · based on the channel Brad Smith

A successful advertising strategy doesn't end with the click; it begins with the follow-up. Brad Smith, owner of AutomationLinks, manages $3 million a month in ad spend by sending new visitors to educational content, retargeting them across platforms, capturing email addresses with a valuable offer, and then guiding them to book a call or buy. This four-step approach turns ad clicks into customers and builds a scalable system, as detailed in the video breakdown and through the advertising agency services that Smith's team provides.

Why sending ad traffic to your homepage wastes money

Most businesses send paid traffic directly to their homepage, where visitors are bombarded with offers and often leave without taking action. According to Smith, this is a critical mistake: a cold visitor isn't ready to buy. Instead, send new visitors to a blog post or video that educates them about their problem and subtly positions your product as the solution. This builds trust and keeps your brand top of mind. For example, a software company could send ad clicks to a tutorial video that demonstrates how to solve a common pain point, rather than a generic homepage.

How to retarget across advertising platforms

Retargeting is essential because most people don't convert on the first visit. Smith recommends using multiple platforms—such as Google Ads, Facebook, and YouTube—to stay in front of your audience. For instance, someone who watched your educational video can later be shown a Facebook ad offering a newsletter, and then a Google ad with a special offer. This multi-touch approach increases brand recall and conversion rates. The key is to tailor the message to each stage of the funnel: educational content first, then a lead magnet, and finally a direct call to action.

Step 1: Send new visitors to a blog post or video

The first step in Smith's advertising strategy is to route ad traffic to a blog post or video that provides genuine value. This content should address a specific problem your audience faces and offer a solution, without being overly promotional. By doing so, you establish credibility and increase the likelihood that visitors will return. For example, a financial advisor could send ads to a video explaining "3 common retirement planning mistakes." This approach also improves your quality score on platforms like Google Ads, lowering your cost per click.

Step 2: Get people on your email list

Once visitors have consumed your educational content, the next step is to capture their email addresses. Smith emphasizes that email is still one of the most effective channels for follow-up. Offer a newsletter subscription with a compelling reason to opt in, such as a free guide, checklist, or exclusive tips. Place opt-in forms on your blog posts, in video descriptions, and in retargeting ads. For instance, after someone watches your video, retarget them with an ad that says "Get our free 10-point checklist for retirement planning." This builds your list and gives you permission to market directly.

Step 3: Give people a reason to opt in

To maximize email sign-ups, you need a strong incentive. Smith suggests offering something that your audience can actually use—a template, a discount, or a free consultation. The offer should be relevant to the content they just consumed and valuable enough to justify giving up their email address. For example, a marketing agency could offer a "Free SEO audit" in exchange for an email. This step is crucial because it transitions anonymous visitors into known leads, allowing you to nurture them with personalized email sequences.

Step 4: Get people to book or buy

After capturing leads, the final step is to guide them toward a purchase or booking. Smith recommends making it easy for people to take action when they're ready. This can be done through email sequences that highlight case studies, testimonials, and limited-time offers, as well as retargeting ads that drive to a landing page with a clear call to action. For instance, send an email series that ends with a "Book a free strategy session" button, and retarget website visitors with a similar ad. The goal is to remove friction and provide multiple opportunities to convert.

How to split your advertising budget 60/40

Smith allocates 60% of his ad budget to middle-of-funnel content—such as blog posts and videos—and 40% to direct-response offers like lead magnets and sales pages. This split ensures a steady flow of new leads while also capitalizing on immediate conversions. He warns against putting all your budget into direct-response ads, as this can lead to diminishing returns and higher costs. By investing in educational content, you build trust and lower your overall cost per acquisition. This 60/40 rule is a guideline; adjust based on your industry and customer journey.

How to get started with your advertising budget

To implement this strategy, start by auditing your current ad spend and identifying where you're sending traffic. If it's mostly to your homepage, shift a portion to educational content. Then, set up retargeting campaigns across at least two platforms and create a lead magnet that appeals to your audience. Finally, build an email follow-up sequence and a dedicated landing page for bookings or purchases. Smith advises starting small and scaling what works. For hands-on help, consider reaching out to an agency that specializes in follow-up systems.

Resources from the video

• AutomationLinks advertising agency – Learn how to get the best results from your ads.

Conclusion

A robust advertising strategy is built on follow-up, not just the initial click. By sending traffic to educational content, retargeting across platforms, capturing emails with a compelling offer, and guiding leads to conversion, you can turn ad spend into a predictable customer acquisition system. Brad Smith's four-step approach, which manages $3 million a month in ad spend, provides a proven framework for businesses of any size. To implement these tactics with expert guidance, visit AutomationLinks advertising agency. For more detailed breakdowns, watch Brad Smith's video on the AutomationLinks channel.

Source: $10M Advertising Strategy (Step-by-Step) · Markdown version