‘Send me an email’ – are YOU hearing this Cold Calling Objection? It is always one of the top five Cold Calling Objections Salespeople face. In this post I will address why you may be getting this objection and how to deal with it.
Send me an email
Does this sound familiar? There you are, in the middle of your conversation and the prospect says, ‘send me an email’.
This is frustrating and, if you are not well prepared, it can leave you flustered. But you CAN turn this around.
First let’s look at WHY they might be saying this and then some things you can say to keep the conversation alive.
Why are they saying this?
When prospects say ‘send me an email’, they may mean any number of things. Your job is to figure out which it is so you can respond more appropriately.
- Are they trying to blow you off?
If they are blowing you off, (and chances are good that they are) you want to professionally challenge them to get to the truth.
My comeback is, “I am not suggesting this is you, but often, when people say this, they are not really interested but don’t want to hurt my feelings by saying so. Is that the case here? Please let me know – it’s OK”
This can save both of you time and free you up to move to your next prospect.
- Are they just trying to get off the phone?
Maybe they really are short on time, going into a meeting or onto another call. Maybe they were in the middle of something and really can’t talk. Respect their time and ask to schedule a time that would work better for them. This will probably get you farther than just plowing ahead.
“I’m sensing this is not a good time for us to speak, what day/time would be better?” (if they don’t commit to date/time they may be blowing you off)
- Maybe they prefer to read vs hear information
Some people do really prefer to read information or they know they will need written documentation to make a decision. Be sure that you have quality, written collateral that you can forward via email and schedule a call to discuss it.
Make sure they commit to the follow-up call date and time. If they don’t, especially if they say, ‘I will get back to you’, then they are probably blowing you off. Send them the information. move on and recycle the lead for a future conversation.
What NOT to do
Most sales people will just say, “Sure, give me your email address and I will follow-up in a day or two”. That is typically what happens and then you just sound like everyone else. We never recommend doing that!
What to say
If they do ask you to send an email, get that email address. It is a crucial addition to your database.
Then, explain that you need a bit more info to be sure you send the materials that are right for THEM. Try, “Sure, and please let me know what you would like to see” or “what would you like to learn more about?”
Another way to address this is to explain that you have entirely TOO much information to send and would like to be sure to only send what is relevant. Ask them, “What have I spoken about that is most relevant?” or “Which of our products/services seem like the best fit?” or reinforce, “What are the issues you are experiencing right now?”
Jeb Blount, a well-known Sales trainers, has a great tactic – he says, “I am happy to bring you information, it all comes attached to me, see you Thursday at 2”. As he points out, this only works if you are super confident.
Either way, be sure to add “The content is much easier to understand with my explanation” and set up a time to call back to discuss it.
Buy yourself some time
All of these options buy you a bit of time to ask the key questions you need answered to see if they are even worth pursuing as a prospect.
We always train our salespeople to be clear and confident when Cold Calling. Ask them if they are busy or just blowing you off. No matter what the real objection is, getting to that TRUTH, sooner than later, will save you time and frustration.
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Facing objections is never fun but when you are prepared, you can more successfully address them and move on!
If you and/or your team need help practicing how to effectively address this and other frequently heard objections, give us a call at 908.879.2911. We are Cold Calling pros and can get you up to speed quickly!