While you’re grinding and making calls throughout the day, you’re bound to run into a few (or many) objections along the way.
One objection that most BDRs tend to hear more often than others is a request for more information, or “Send me an email!”. To an outside perspective, a request for more information is a good thing- it means the prospect is interested, or at the very least, engaged, right?
A lot of the time, this objection is simply a knee-jerk reaction to you interrupting their day and (usually) an attempt at getting you off the phone. In a perfect world, sending information to your prospect would give them everything they need to commit to the next call to action with you and they would be happy to do so.
Unfortunately, that perfect world is not reality. Most prospects you send an email to don’t even bother answering your follow-up calls and emails and they eventually go dark. With this harsh reality, it doesn’t seem like email would ever be fruitful. In order to help overcome that, here are a few tactics to use when dealing with the inevitable “Send me an email” objection:
Offer a call instead
This approach is subtle, but you would be surprised at how often it can work given the right circumstances. There are a couple different approaches you can take, but one aspect needs to stay consistent: make it about your prospect.
I’ll give you an example:
“I’m happy to send over some information. We have a ton of content I can send over- white papers, case studies, etc. Because we have such awesome content, it can take a while to get through and a lot of people I’ve talked to have found that a 10-15 minute call with myself and a colleague gives them a pretty good idea about what we do and can answer any questions you may have. I’m looking at my calendar for next week right now- do mornings or afternoons typically look best for you?”
Go ahead, BDRs, blame your marketing team for being so awesome and thorough with what they put out!
Send some information- just not too much!
With certain prospects, no matter what you try, they will just not commit to a call without seeing some information first. This is okay, just don’t give them too much information. You want to give your prospects a taste of what you offer, but not enough to where they’re saturated with information. You want to make sure that the majority of the information they get about your product or service comes from a call where you can handle their objections live and answer their questions in real time.
My general rule of thumb is to send a one page overview of the product or service along with one case study that directly relates to the vertical that the prospect works in.
Follow up, follow up, follow up!
Before you get off the phone with your prospect and send them that awesome content you promised, you have to make sure you have established a call to action. When it comes to this step, the more concrete the day and time you’ll be following up with your prospect the better chance you have at converting them over to a demo or discovery call.
My best advice to you in this scenario is to follow up within a few days. The sooner you follow up with them, the better; ideally a couple days later, so I wouldn’t wait longer than one week from your initial call. To keep your follow up on your prospect’s radar, try sending them a quick five-minute calendar invite as a reminder.
Throughout the course of the day, you’re going to hear the “Send me an email” objection. This objection is inevitable in a sales role and just like all objections, you need to make sure you handle it correctly. Go ahead and try these tactics out- you might just land a big one!