How many times have you heard, “Can you just me some information?” When you’re hoping to book a meeting, this response can feel like a blow-off. Don’t give up, though. It might be the prospect’s polite way of saying “not now,” or it could just be that you caught them at a busy time.
A blog post from Intelemark explains that receiving a request for further information isn’t necessarily a bad thing. In fact, it can indicate the prospect’s potential interest. So, what do you do when you face the “send info” objection? We share some ideas in this issue of PromoPro Daily. Read on for some tips from the Intelemark post that can help you turn inquiries into appointments.
Acknowledge and don’t argue. Say something simple like, “I understand why you’d like to see additional information.” The Intelemark post says this conveys you’re engaging in active listening and sets a friendly tone for the rest of the conversation. Remember: You’re not disagreeing with the prospect but opening the door to a helpful dialogue.
Ask why. The post recommends digging for answers to determine what they are really seeking. You could ask, “What are you hoping to get from the info?” or “What would be most helpful to you at this time?” When you learn the prospect’s pain points, you can tailor your message accordingly.
Offer specific value snippets. What kind of information would be most helpful to the prospect? The Intelemark post says when you provide relevant info, you can ensure the conversation continues flowing. It also shows that you understand the prospect’s world. Say something like, “Most of your peers in XYZ report realizing an ROI in less than 30 days.”
Highlight meeting benefits. Ideally, the prospect will agree to a quick call. Show what’s in it for them. For example, the post says you could say how one of your clients found a solution during the call itself. When you suggest a brief chat, offer specific, short windows to talk. You could say, “Do you have 10 minutes to connect tomorrow or Wednesday?” The Intelemark post says you should continue to keep things easygoing and low-pressure.
When you hear, “send me information,” don’t let the interaction go cold. You can respect a prospect’s curiosity about your promo solution by accepting their request for more information. Then, try to learn more. Find out why they want more information and what specifically would be helpful. Try to book a low-pressure meeting and show that you genuinely want to help.
Compiled by Audrey Sellers
Source: A blog post from Intelemark, a B2B lead generation company that specializes in appointment setting and sales support.
