The “send me some information” objection: how to respond

How to tell a friendly exit from real interest, four responses that turn the information into a next meeting, and what goes into the email so it gets read.

It also sounds like this: “Send me something by email.”, “Do you have a brochure?”, “Send me a quote and I’ll take a look.”

When the objection comes

On the phone in the first minute, or at the end of a meeting, when the person wants to end the conversation without saying no.

What’s behind it

A polite exit.
How to tell: Comes quickly, and without any question about what the information should cover.
A real need to pass it on internally.
How to tell: The person says who else should read it, or asks for something specific: prices, data protection, references.
The person wants to form a view in their own time.
How to tell: They are already asking questions in the conversation and just don’t want to decide on the spot.

How to respond

“Happy to. So I send the right thing: who else will read it?”
Shows whether it will be passed on internally and who decides there.
“What should the information cover in particular?”
An exit has no answer to that. Real interest does, and then you know what to send.
“Will do. So it doesn’t get lost in your inbox: which part interests you, and when shall we talk about it briefly?”
The information becomes the reason for the next meeting instead of ending the conversation.
On the phone
“May I send that to you by email? To which address?”
Gets the express yes to email that you need after a cold call: in Germany, marketing emails require consent even in B2B. Make a note of it.

What not to say

Sending the whole company brochure.
Send everything and you send nothing in particular. One page on the person’s question is more likely to be read than twenty about you.
Hanging up without a next meeting.
“I’ll send you something” without a date ends in a follow-up that feels like chasing, for both sides.
“I’d rather show you that in person.”
Overrides the person’s request. Take the request seriously first, then suggest the meeting.

If the objection stays

If the person only wants the information and no meeting: send what they asked for, short and specific to their case, and ask during the conversation when you may follow up. Without that date, it’s better not to call after them unasked.

Frequently asked questions

Is “send me some information” a no?

Often a friendly exit, sometimes a real need. The question “What should the information cover in particular?” separates the two: an exit has no answer to it.

Can I send information by email after a cold call?

In Germany, marketing emails need prior express consent, even when sent to businesses (Section 7(2) No. 2 UWG). If the person expressly asks for information by email during the call, note that down. Rules differ by country. Not legal advice.

What should information after a first call include?

Only what was asked for, related to the person’s case: the problem they named, how you solve it, what it costs and the agreed next step. One page is more likely to be read than a brochure.

More objections

All objections at a glance, with two responses each →Objection handling techniques: from the clarifying question to pre-empting →