Instead of immediately agreeing to send more info and ending the call, use this opportunity to your advantage:
1️⃣ Agree: Say "yes" to their request so they don’t think you’re steamrolling over them.
2️⃣ Get their email (again!): Even if you already have it, ask for it again. This reinforces their engagement.
3️⃣ Ask this one qualifying question: “I want to make sure that I send you the most relevant piece of information. Are you more interested in X or Y?"
This works because it’s a low-friction request that most people will respond to.
If you can get them to tell you one thing about what they’re looking for, you can shift the momentum of the conversation.
You can get a little bolder and ask a follow-up question based on their answer:
“Oh, that’s interesting—what’s your current solution for this problem?”
“Are you using another provider? I can show you how we compare.”
“What’s been the biggest challenge for you?”
Ask whatever you need to get the real golden nuggets of insight beyond surface-level info—but remember to make it a conversation, not an interrogation.
Let one answer lead to another, and then another. Just talk to them about their business.
You’d be surprised how often people will stay on a call for much longer once they let their guard down.
Suddenly, “I don’t have time to talk” can turn into a 20-minute conversation because they love talking about their business with someone who genuinely cares.
The thing to remember is: “Send me more info” is simply a way for your lead to protect themselves against a high-pressure sales call they aren’t interested in.
Your mission is to make it such an easy conversation that they forget why they had their guard up in the first place.
TLDR: Just be a normal human who’s curious about another normal human’s business and they won’t feel the need to flee from you.
⚡️ Get Dialed-In:
Practice this script when a lead gives you the ol’ “Send me more info”:
Absolutely. What’s your email address?
Then, once they give you their address, hit them with:
I want to make sure I send you the most relevant information so you get what you need. Are you more interested in X or Y?
Open the conversation up for more digging and more closing. 💪
