‘Send me some further information’ is a phrase that often comes up in telemarketing calls. Although it can be used by potential customers as a way to get you off of the phone, a lot of the time, it’s actually a positive signifier, especially if it comes at the end of a productive telemarketing call. In fact, if you take full advantage of the opportunity this request represents, it can well mark the start of a profitable and beneficial business relationship.
‘I’m too busy to speak to you right now’
Often, the reason that potential customers ask you to send more information is that they genuinely don’t have the time to talk on the phone at that moment. The decision makers and gatekeepers you’re trying to connect with have busy professional lives. Try to respect their time constraints – and avoid being fobbed off – by asking if you can call back later. Ideally, you should try to phone them again that day so that they remember you and are expecting your call. If this isn’t possible, ask when would be a good time for them.
Although not necessarily a negative, asking for information to be sent via post or via email is often a method used by potential customers when they’re trying to bring a call to a close. However, following up with an email is rarely a good idea. As @HubSpot says:
“Think about the number of emails you get in your inbox each day. How many of those do you actually read? Any message from someone you can’t immediately identify is probably going to get a quick subject-line glance followed by a trip either to the archives, or the trash.”
‘I don’t have the authority to make this decision’
Sometimes, potential customers will tell you they’re not interested because they don’t want to admit that they’re not the decision maker. This often happens if you’ve already spent a significant amount of time talking about your products or services before confirming that you’re speaking to the person in charge.
You can avoid this by identifying the decision maker as early on in the call as possible. Again, it’s important to see a request for more information as a positive in this situation. It shows that, even though they’re not the decision maker, the person you’re speaking to sees the value of the product or service you’re offering and wants to present it to people who can take action.
‘I still don’t understand the details of the product or service you’re offering’
If the potential customer still has questions about your product or service but doesn’t have the time to go into detail about them right at that moment, they might be asking for further information because they genuinely want to find out more. Try to really listen when the decision maker asks questions and do your best to give comprehensive, but succinct, answers.
When you hear the phrase ‘send me more information’ it shows that you’ve presented your information in an enticing way and that the business relationship you’ve just initiated may well go further. By really listening to your potential customer, carefully selecting the information that you send to them and following up on the call at a future date, you can bring your contact to a satisfactory conclusion.
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