How I Handle “Send Me Some Information” on a Cold Call

They say “send me some information.”

You send the information.

You follow up on the information.

Nothing.

They’re part of the witness protection program… you’ll never hear from them again.

Sound familiar?

Let’s be honest, when prospects say “send me some information” on a cold call, they’re usually just too nice to tell you to go away.

So we’re gonna call it out using The Mr. Miyagi method to handle any objection. There are three steps:

1. Agree with the objection
2. Incentivize the conversation
3. Sell the test drive
4. Bonus: Be disarmingly blunt

Let’s see it in action.

Step #1: Agree with the objection

Step 1 is to agree with the objection to remove the pressure of the sale:

Prospect: Thanks; send me some information, and I’ll take a look.

You: Oh, for sure. I’d wanna digest it all first too.

I know it sounds counterintuitive, but when you agree with the objection, your prospect’s guard goes down because you’re not applying the pressure pitch like every other telemarketer.

That allows us to get them talking in step 2.

Step #2: Incentivize the conversation

If you can get the prospect talking, two things happen:

1. You gather more information about the objection.
2. They’re more likely to listen to you because you’ve listened to them first.

You can incentivize the conversation by saying:

You: Just so I don’t clutter your inbox, was there a specific question you had in mind or just a general overview?

Prospect: Just a general overview.

9/10 times, they’ll respond with something generic, like they did here.

Let’s use that to sell the test drive in step 3.

Step #3: Sell the test drive

You have to remember, the goal of a cold call is to book a meeting, not sell the product.

A meeting is a much better shot on goal to really go into the weeds about their pain, your product, and the possibility of ripping out their existing solution. That’s why we want to sell the test drive.

So we’re gonna offer that generic overview in form of a test drive:

You: Ha ha, I’m the king of “this meeting should’ve been an email” too. But I’ll be honest: those PDFs aren’t gonna be relevant at all … and you’ll know if this is a fit in the first 15 minutes. Opposed to taking a look, and if it’s not a fit, I can give you 15 back?

Prospect: No, no, I’d really prefer some information.

Now here’s the issue, in this case, they still didn’t want an overview (that would be 10x more helpful than a nonsensical marketing PDF).

So there’s only one thing left to do…

Be disarmingly blunt and call it out ;)

Bonus Step #4: Be disarmingly blunt

First, ask for permission to ask a disarmingly blunt question:

You : Okay, waving my white flag! Before I go, mind if I ask you a brutally honest question?

Prospect: Sure.

Now that they’re braced for it, you can call it out by giving them a COMPLIMENT:

You: When folks tell me to send them some info, they’re just too nice to tell me to go away. Is that what’s happening?

Prospect: No, of course not! I promise I’ll at least take a look.

From here, they’ll either tell you they actually weren’t interested, or say that they really did wanna see the information first.

And this gives you the right to offer a trade for that information:

You: Okay, here’s our deal. I’ll send you the info, call out exactly what’s relevant to you, and send a placeholder invite for next week. All I ask from you is this: if you don’t like it, you can decline the invite, but if you do like it, accept the invite. Fair?

Now they have an incentive to actually read the information. From there, send a personalized video walking through the PDF or your product to add the final human touch.

From beginning to end, here’s the full talk track!

Prospect: Thanks; send me some information, and I’ll take a look.

You: Oh, for sure. I’d wanna digest it all first too. Just so I don’t clutter your inbox, was there a specific question you had in mind or just a general overview?

Prospect: Just a general overview.

You: Ha ha, I’m the king of “this meeting should’ve been an email” too. But I’ll be honest: those PDFs aren’t gonna be relevant at all … and you’ll know if this is a fit in the first 15 minutes. Opposed to taking a look, and if it’s not a fit, I can give you 15 back?

Prospect: No, no, I’d really prefer some information.

You : Okay, waving my white flag! Before I go, mind if I ask you a brutally honest question?

Prospect: Sure.

You: When folks tell me to send them some info, they’re just too nice to tell me to go away. Is that what’s happening?

Prospect: No, of course not! I promise I’ll at least take a look.

You: Okay, here’s our deal. I’ll send you the info, call out exactly what’s relevant to you, and send a placeholder invite for next week. All I ask from you is this: if you don’t like it, you can decline the invite, but if you do like it, accept the invite. Fair?

That’s a wrap folks! If you liked this one, here are three ways you can get more:

1. You can access the 18 other objection talk tracks for free.
2. If you haven’t read our cold calling book yet, it just crossed the 35k copy mark :)
3. Our cold calling course builds on the book even more with real call breakdowns, roleplays, and more so you can really master the delivery.

Go hit those phones 👊

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