Key Takeaways
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Usually the “send me information” objection means prospects are just too busy, too afraid, or simply not ready to engage. Respond accordingly to address their true concerns!
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Tip 3 – Don’t send out generic materials. Rather, customize the info, and in every case relate it back to the prospect’s individual needs to maintain their attention.
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Ask open-ended questions and listen actively. Reveal their motivations, pain points, and real interests to keep the conversation on your terms.
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Suggest short, easy-to-schedule calls. Show them the benefit and time savings of a discussion rather than just going back and forth over email to increase appointment setting rates.
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Know when to cut your losses with dead leads. Save your time and energy for the prospects who are truly interested and a good match for what you have to offer!
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Instead, follow up smartly, following up with timely, relevant, personalized communication to grow those relationships and get them to the next steps.
Handling the “send me information” objection without losing the appointment might be one of the hardest skills to master. Your goal is to not lose the appointment while still giving them the information they’re asking for. This is a form of pushback that many sales reps in the U.S. Come up against.
It’s especially prevalent when prospects want more information to make a decision. Providing objective information and demonstrating value will maintain that trust and protect that call from being sent to the calendar graveyard.
Especially in other crowded mega cities, think Los Angeles or New York, where people just want everything done quickly, simply and easily with no pressure. Avoiding jargon, using language that connects with people, and not coming off as overly aggressive will go a long way.
The third piece in this series will outline specific steps to address this objection thoughtfully, saving you from the trouble and getting your meeting back on track.
Why They Say “Send Info”
Receiving a request for further information during a cold call isn’t necessarily a letdown; it can indicate a potential client’s interest. Recognizing common objections and adapting your responses can help steer the sales conversation in a more productive direction.
Genuine But Busy
Many people in LA and other congested cities are busy people. Perhaps they are interested to hear more, but literally cannot schedule a longer conversation at that moment.
Demonstrating that you understand their time squeeze goes a long way in establishing rapport. Plan to have them agree to a brief follow-up at a time that works for their schedule.
More often than not, a quick five-minute phone call to address their main concerns is infinitely more productive than a drawn-out email thread. Instead, use open-ended questions such as, “What’s your top priority for this year?” to open a more genuine conversation about their goals.
The Polite “No”
Often, “send me information” is code for “I’m not interested.” The Polite “No” is a civil, indirect refusal.
If you’re feeling this way, make the request! If so, reply and ask them, “Is there something specific you want to know more about?” Maintain a positive tone and demonstrate that you have their best interests at heart.
Even if the timing isn’t right, a polite “no thank you” preserves the possibility of future conversations.
Avoiding Sales Pressure
No one enjoys the feeling of being pressured to purchase something. Avoiding sales pressure is crucial in maintaining a positive interaction.
Just be sure that you’re not pushing a sale. A friendly, honest approach of “Let’s talk about what matters most to you today” flattens the pressure.
If they’re already aligned on issues that they are passionate about, meet them in those spaces. This will help the agency feel like you’re a partner and not just another sales-based rep.
Information Gathering Mode
Others prefer to learn all the details first before making a judgment. Flip the script—start by asking them what their biggest priorities are, and what issues they’re facing day-to-day.
This way, you each receive what you’re looking for, and this creates a much greater sense of collaboration.
The Pitfall of Sending Blind
Without sufficient context, too frequently sending information comes across as dart throwing in the dark. When a customer or prospect requests more information, it’s tempting to just send them a boilerplate PDF or web page and cross your fingers. This approach can blow up in your face pretty quickly.
Your prospects tune out, lose interest, or never even see your message. It’s avoiding the boilerplate language, it’s staying relevant, and it’s staying personal that is truly what keeps them hooked.
Your Info Gets Ignored
Sending unsolicited information typically ends up in a full inbox and is never opened. To the public, it’s spam or noise. Without context, it barely registers at all.
The right approach would be to start with what the prospect needs to know and why. When that someone is you, LA’s tech sector, don’t hold back! First, dig into their top pain points—such as increasing costs or integration challenges.
Next, follow up with a brief, targeted resource that addresses those needs. Once you’ve sent your formal message, check in with a friendly email. Follow up with “Did this help answer your question, or is there another issue you’re trying to resolve?
Change up the format and topics to keep it fun! Don’t make the mistake of uploading a large number of files at the same time. Going overboard with the information can confuse and kill the dialogue before it even begins.
Context is King
This is where knowing a prospect’s background is a game changer. When you know what their priorities are, you know what to send to them that they might actually take the time to read.
Now, let’s take a look at a homegrown case study from yet another SoCal startup. We might offer a brief case study of how like-minded clients addressed the same issue.
Demonstrate that you heard them by linking your information to their objectives or obstacles. Don’t make it seem like a sales pitch – frame your message so it seems like a natural solution.
Losing Conversation Control
When you send blind, you lose your place in the dialogue. Keep the conversationalship by continuing to question and redirecting the conversation back to what the prospect cares about.
Don’t let it be a one-way communication. When your audience feels listened to, they will be more inclined to have faith in you and schedule that subsequent meeting.
Turning “Send Info” Into Appointments
When a prospect avoids booking a meeting by requesting information instead, it’s not hard for the dialogue to go cold, leading to common objections. Turning this inquiry into an appointment requires more than just a cold email template; it demands a nuanced approach that honors their curiosity and fosters quality conversations.
1. Acknowledge, Don’t Argue
Begin with acceptance of their desire for more information. Even basic language, such as, “I understand why you’d like to see additional information,” conveys that you are engaging in active listening. This approach maintains a friendly tone and is more likely to engender trust.
You’re not disagreeing, you’re just creating room for an authentic conversation. When the public knows they’ve been listened to, they remain engaged for the long haul and are more receptive to future actions.
2. Dig Deeper: Ask Why
Probe for answers to determine what they are really seeking. Instead, try, “What are you hoping to get from the info?” or “What would be most helpful to you at this time?
Pay very careful attention to detail here. Most of the time, what they need is a simple project or a solution to a pain point. Having this information allows you to tailor your follow-up accordingly.
3. Offer Specific Value Snippets
Provide relevant pieces of information that cater to what they’re looking for. Such as, “Most of your peers in _____ report realizing an ROI in less than 30 days.
This helps to ensure that the conversation continues flowing and that you understand their universe. Each value snippet needs to be a curiosity creator, not a conversation killer.
4. Highlight Meeting Benefits
A brief conversation can offer clarity in a timely manner. For instance, one client solved a problem during the call itself!
Show them what’s in it for them—real solutions, real conversations.
5. Suggest a Brief Chat
Provide specific, short windows to talk. Would you have 10 minutes to connect tomorrow or Thursday?
Remember, you want to keep things easy-going and low-pressure.
Spotting Your Ideal Prospects
Spotting your ideal prospects is essential. It shows you how to overcome the “send me information” objection and not lose the appointment! Not all of them are your ideal leads, and understanding who is truly worth your time allows you to work more efficiently and intelligently.
This part unpacks how to utilize actual data and decipher signals. It’s step-by-step guidance on how to qualify leads so you can spend time only on those most likely to take the next step.
Are They a Good Fit?
Begin by running each prospect through your ideal customer checklist. Get specific with your inquiries as to their needs, available budget, and who the decision makers are. When someone tells you that your price is too high, that’s an obvious signal.
Likewise, if they tell you they don’t want to pursue an opportunity, that’s a sign they likely aren’t your ideal prospects. When a prospect tells you it’s not a priority at the moment, they likely have their hands full with other initiatives. They could be receptive to a conversation at some point in the future.
Beware of the red flags—such as a person who only wants to gather information but never agrees to a meeting. Here are a few signs to look for to tell the difference between someone who’s serious and someone who’s just browsing.
Reading Interest Signals
Pay attention to what your prospect is telling you and how they’re telling you. If they’re asking genuine questions or appear receptive to new concepts, that’s encouraging. If they deflect your inquiries or seem hurried, they aren’t the right fit.
Timing is important as well. Calling them outside of office hours, or when they’re less busy, can help you get their undivided attention. When you see someone sitting on the fence, change up your tactics—respond to objections to bring them back into the fold.
Avoid Chasing Ghosts
Avoid chasing after ghosts. Don’t waste your valuable time on leads that go cold. If they can’t talk budget or clearly lay out their needs, then make your move.
If they continue to stonewall you, take your talents to greener pastures! Maintain a pipeline of your most promising prospects. Qualify each one to determine whether you should invest further resources.
This allows you to focus your time on the individuals who are truly prepared to enter a serious negotiation.
Smart Follow-Up That Works
An intelligent follow-up strategy is essential for maintaining contact with prospects, ensuring that you make the most of every opportunity. Whether in B2B or B2C sales, having an established process allows your teams to monitor progress at every stage of the sales process. Most importantly, it ensures that every touch counts, especially when addressing common objections that may arise during cold calling.
In B2B selling situations, you often deal with committees of 6–10 individuals. Each member requires a different message that speaks to their unique interests, which is why a proper system for logging calls and emails is crucial. This organization helps sales reps effectively handle cold call objections and follow up appropriately with tailored responses to concerns.
Additionally, it assists teams in spotting the best time to reach out, often midweek and during work hours, when contact rates are highest. This strategic timing can significantly enhance the quality of conversations during prospecting calls.
Sending Info Strategically
When you get a request for more information, take the opportunity to understand what someone is interested in. Finally, follow up with information targeted to their interests! Avoid the cookie-cutter approach.
Don’t do this—instead, demonstrate that you know their business, such as by connecting it to local developments or seasonal shifts. Take a prospect in LA who works on an issue related to retail—highlight how national seasonal cycles are hurting their industry.
Once you send the info, make sure to follow up with a brief email every single time. Follow up smartly to avoid getting lost in the weeds! Monitor whether they open or click on links—this is a sign of genuine interest.
Securing the Next Touchpoint
Don’t let any call conclude without proposing a specific follow-on action. Choose a date and time that works for them, not just you. Incorporate their feedback to adjust what you send next.
Remind them what they stand to lose by not staying in contact—this is what gets the ball rolling. As the third data point indicates, virtually all buyers do business with a salesperson who does smart follow-up right. So, timing and clarity are everything!
Re-engaging After Silence
When a lead goes silent, don’t disappear on them. A short, friendly message that reminds them of your previous conversation goes a long way to refreshing their memory. Provide something of value—an interesting new piece of information or a project update—that will re-engage them.
Be courteous, but don’t stop following up. In B2B, it’s not unusual to see six to eight touchpoints over the course of several weeks. In B2C, you might need to act more quickly. A calm, courteous touch leaves room for the possibility of an upcoming conversation.
Personalize to Persuade
Personalizing your approach is the best way to get beyond the “send me information” objection and get your appointment back on track. Prospects will always respond best when they feel heard, valued, and understood. They don’t want to feel like a line item in an eventual purchase order!
In a competitive, crowded market like Los Angeles, it’s hard to get noticed when everyone’s in a rush and competition is stiff. Personalizing your message can’t be an afterthought—it’s the key to differentiating yourself.
Go Beyond Their Name
Begin by doing some research to learn more about the individual and their firm. Browse recent press, LinkedIn posts, or even their firm’s website to get a clue. If your contact is at a fast-growing tech startup, talk about that company’s recent product launch or partnership.
When you mention details, such as, “I noticed your department recently launched a new mobile app last quarter,” you show that you’re a real human being. This lets them know you’re not just sending a generic response.
Getting past the generic pitches is important and hard as more than 80% of these reps will often just wing it and not be effective. Citing industry trends or awards won shows that you’re invested in what matters to them, instead of just what you have to offer.
Address Their Pain Points
Demonstrate that you understand their pain points. Perhaps the prospect brings up budget constraints or a time squeeze. Counter these by telling the story of how your solution enabled a similar LA-based client to reduce expenses or save them time.
She advised me to use plain, truthful language. When an industry leader tells you they need to “consider it,” listen closely. This simple phrase might indicate anything from a request for more information to a delay due to a partner.
Once you name their challenge and provide a concrete solution, you’ve established a level of trust. When they know that customers have been heard, customers are 60% more likely to say yes.
Show You’ve Done Research
Show your prospect that you’ve done the research. Insert a few details about their industry or mention a recent achievement or award they received. Apply these findings to refine your approach, and ensure that your ask aligns with their interests.
Allow them the space to speak—just providing silence communicates that you’re paying attention, and this can help create a more candid conversation. If you plan ahead with a script, that talk can help steer the conversation toward proven solutions and away from the path of “just send the information.
When you combine pre-loaded lines with the art of actual listening, you find a powerful equilibrium that commands respect.
Conclusion
Staying cool, collected, and agile is key to overcoming this objection. People in LA are busy and don’t have time for fluff, they want blunt honesty. Smart reps don’t make a hard sell. They run on straight dope—demonstrating value, being positive, and moving quickly. Provide concrete information, link the information to what people seek, and always secure the appointment to talk. There is no reason to spam them with emails. Only provide the next step that is the least difficult. Being honest, but in a straightforward, real way, maintains their trust and reduces the likelihood they’ll bail. Looking to achieve bigger victories with less drama? Give these strategies a spin and see more people walk through the door prepared to engage. Share your favorite below—let’s share best practices.
Frequently Asked Questions
Why do prospects ask for information instead of booking an appointment?
Maybe they’re not ready, need to think it over, or don’t want to be sold. Understanding their true motivation allows you to handle cold call objections more effectively and keep the appointment moving forward.
Should I send information when asked, or push for the appointment?
Not sending the generic info immediately can help avoid common objections during cold calling. Instead, try to qualify the lead and demonstrate that a sales conversation will be much more valuable for them.
How can I turn the “send me information” objection into an appointment?
First, validate their request and help them understand the benefit of a meeting. A quick phone call can address common objections; that personal touch is what usually seals the deal.
What is the risk of sending information without a conversation?
Second, you risk losing control of the sales process during cold calling. The prospect may feel lost in the cold world or misinterpret your invitation. Human interaction is the most effective way to build trust and address common objections.
How do I know if a prospect is worth pursuing after the “send info” objection?
Establish urgency and ask qualifying questions to learn more about their needs and timing during your cold calling efforts. If they do reply, then they are probably a solid prospect for your sales process.
What’s the best follow-up after sending requested information?
Rule of thumb—follow up within 24 hours. Remind them of what you sent and propose a quick call to discuss it further at an agreed upon time. This tactic prevents cold calling objections from stalling the conversation and communicates that you respect their time.
How can I personalize my approach to persuade prospects in Los Angeles?
Mention specific local LA trends, challenges, or opportunity industries. Proving you know the landscape is essential for effective cold calling. A customized approach not only sets your outreach apart but also cultivates trust.