Don’t you love it when a prospect throws out the same old lame stall, “Can you just send me some information?” For years, we’ve been taught to respond with our own canned reply, “What kind of information would you like me to send you?” …ultimately knowing that we really don’t send any information at all.
You can use this stall tactic to your advantage. With today’s technology, it’s easy to turn things your favor!
It used to be that sending information meant stopping everything you were doing to put together a package to mail out. For many, it was a waste of time and money!
Today, I think it’s different. With easy access to email, PDF files, and flash demos, sending information is a good idea.
Think about this. There are probably 10 other sales people calling the same prospect. Regardless of what they are selling, most of them are likely getting the same stall.
When you are unwilling to send information, it puts you in the category of just another sales call. Even worse, it sometimes turns into an adversarial conversation, and the call ends with a cold lead in the database.
Conversely, for the sales person who is willing to send information, it opens the door of opportunity…
Engagement – This is your first chance to give the prospect something they want. By saying “yes” you position yourself as someone who is easy to work with. Engage the prospect by saying, “You bet… I can send you some information. Let me make sure I send you the right stuff…”
Information Gathering – Now you have an opportunity to qualify the prospect. Don’t even pause after the last statement. Jump right in with questions like, “What products are you using now?” “How many employees…” “What departments… divisions… etc?”
Ask whatever you need to know to send targeted information specific to that prospect.
Then transition into, “OK… I think I’ve learned enough to send you some good stuff.” …and guess what you are getting now?!!! “What is your email address?”
Follow-Through – Send it… send them the information right away! Keep your email short and to the point.
Presence – You may not have your foot in the door quite yet, but you’ve held their attention over the phone and now your information is sitting right in front of them. Most of these people have their email open all day long. That’s a good place to be… don’t you think?
Opinion – Your prospect is beginning to form an opinion about you. Your conversation was engaging, you’ve sent the information as promised. They think, “Hmmm, maybe this person really does have something of value to offer.”
Follow-Up – I recommend following up the very next day. You can keep it simple, “I’m calling to make sure the information came through?” “Did you get a chance to look at it?” “What did you think?” Most of them will say, “I have not looked at it yet,” and that’s when you say, “No problem, I know you’ve got a lot going on. I just wanted to make sure it came through. I will call you on (give them 2 days out) “Thursday” to go over it in more detail.”
At this point, the prospect will either agree with your suggested follow-up date or they will make another suggestion. Throughout this entire process, the prospect will either get warmer or they will stop you in your tracks. In either case, you’ll uncover whether “just send me some information” was just another stall or a real opportunity to generate interest!
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