When prospects pick up your cold call only to tell you to send them the information over an email – what do you do?<\/p>\n\n\n\n
Nod in agreement and get ready to send the email expecting a reply.<\/p>\n\n\n\n
When you first hear \u201cSend me an email,\u201d it may not seem like an objection. But it\u2019s one of the most deceptive objections<\/strong> out there. Many prospects can go cold once you’ve sent the email.<\/p>\n\n\n\n If you are unable to turn this around, then you will be missing out on a lot of opportunities and you will be burning your prospect lists.<\/p>\n\n\n\n SDRs must be well-prepared to handle this to keep the conversation going and get the meeting booked.<\/p>\n\n\n\n In this blog, we will cover 6 ways to handle this objection<\/strong>. But before that, let\u2019s quickly cover why prospects have this objection.<\/p>\n\n\n\n When sales reps hear prospects say, \u201cJust send me an email,\u201d the first thing on their mind is to send them the email as soon as possible. But what they fail to grasp is that this isn’t like any other cold calling objections<\/a> that prospect use, which usually has a direct meaning. “Send me an email” can have different meanings, like:<\/strong><\/p>\n\n\n\n a) They are trying to get off the phone.<\/strong> Your prospects are not interested in speaking with you, so they deploy this as an exit strategy to politely brush you off.<\/p>\n\n\n\n b) They are busy with some other work.<\/strong> They are in the middle of something and can\u2019t talk, or they may be going into a meeting and are really short on time.<\/p>\n\n\n\n c) They prefer to read than to hear.<\/strong> 8 out of 10 buyers<\/a> prefer to be contacted by email. So, maybe your prospect is one of those people who prefer to read the information at a time suitable to make the decision.<\/p>\n\n\n\n As an SDR, your job is to figure out what the prospect intends to mean and handle the objection appropriately.<\/p>\n\n\n\n Now that you’re convinced that “Send me an email” is a cold calling objection that needs to be handled tactfully in the cold call<\/a>, it’s time to answer the question: What do you tell prospects when they ask you to send an email?<\/strong><\/p>\n\n\n\n To help you out, we’ve come up with 6 strategies and example cold calling scripts<\/strong> that you can use when prospects pose this objection:<\/p>\n\n\n\n While respecting the prospect’s request, seize the opportunity to provide immediate value that entices further engagement.<\/p>\n\n\n\n This works because:<\/strong><\/p>\n\n\n\n Rather than sending a generic email, take the opportunity to clarify what specific information would be most helpful to the prospect.<\/p>\n\n\n\n Why does this work?<\/strong><\/p>\n\n\n\n Respect your prospects’ time and ask them to schedule a time that would work better for them.<\/strong> This approach will likely advance your efforts more effectively than simply pushing forward.<\/p>\n\n\n\n Here\u2019s how this helps:<\/strong><\/p>\n\n\n\n A study by Brevet<\/a> shows 80% of sales require an average of 5 follow-ups<\/strong> to close the deal. But in reality, 44% of sales reps give up after the first attempt.<\/p>\n\n\n\n So, agree with the prospect to send an email and politely ask for a convenient time for a cold call follow-up call to discuss any doubts they have about your product\/solution.<\/p>\n\n\n\n Why does this work?<\/strong><\/p>\n\n\n\n Make the prospect look forward to receiving your email. Mention that you will include something of value, such as a case study, a white paper, or an exclusive research report.<\/strong><\/p>\n\n\n\n Here\u2019s how adding value to your email helps:<\/strong><\/p>\n\n\n\n Ensure you have the correct email address, and ask your prospect if someone else would benefit from the information. This also gives you another opportunity to engage and gather information.<\/strong><\/p>\n\n\n\n Why is this important?<\/strong><\/p>\n\n\n\n So far, we\u2019ve discovered different meanings of prospects saying, \u201cJust send me an email,\u201d and strategies to overcome the objection to keeping the conversation going.<\/p>\n\n\n\n But how do you precisely gauge the underlying emotions when prospects say this?<\/p>\n\n\n\n A strong sense of paralanguage\u2014a form of non-verbal communication that includes observing the speaker\u2019s tone and inflection<\/strong> will help you gauge the prospect\u2019s mood during calls.<\/p>\n\n\n\n Aamir Sohail<\/a>, a top-performing SDR at Vervotech\u2014whom we interviewed during our SDR X Factor Series<\/a>\u2014 judges whether the prospect is interested or not by listening to how their \u201cHello?\u201d sounds and adjusts his pitch accordingly.<\/p>\n\n\n\n He keeps it brief if it\u2019s an aggressive \u201chello?\u201d. He offers a concise pitch for hurried prospects, and for those who sound gentle, he engages further to uncover pain points.<\/p>\n\n\n\n Similarly, try to gauge the underlying emotion, and based on this, deploy these six strategies to overcome the objection and navigate the conversation.<\/p>\n\n\n\n For example, when prospects are in a hurry, acknowledge their time and offer value.<\/strong> If they are busy, ask for an alternative time to call. This will help you lay the groundwork for continued dialogue between you and your prospect to make a real connection.<\/p>\n","protected":false},"excerpt":{"rendered":" When prospects pick up your cold call only to tell you to send them the information over an email – what do you do? Nod in agreement and get ready to send the email expecting a reply. When you first hear \u201cSend me an email,\u201d it may not seem like an objection. But it\u2019s one […]<\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"rank_math_title":"How to Overcome cold calling Objection: \u201cSend me an email\u201d","rank_math_description":"As an SDR, you must tactfully handle the \u201csend me an email\u201d objection. We\u2019ve covered the reasons prospects say this and 6 strategies to overcome the objection.","footnotes":""},"categories":[26],"tags":[],"class_list":["post-23093","post","type-post","status-publish","format-standard","hentry","category-cold-calling"],"_links":{"self":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/23093","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/comments?post=23093"}],"version-history":[{"count":23,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/23093\/revisions"}],"predecessor-version":[{"id":23390,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/23093\/revisions\/23390"}],"wp:attachment":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/media?parent=23093"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/categories?post=23093"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/tags?post=23093"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}Reasons Why Prospects Say \u201cSend Me an Email\u201d<\/strong><\/h2>\n\n\n\n
6 Strategies To Overcome the \u201cSend Me an Email\u201d Cold Calling Objection<\/strong><\/h2>\n\n\n\n
1. Acknowledge and Offer Immediate Value<\/h3>\n\n\n\n
Example:<\/strong>\"Absolutely, I'll send you a detailed email. However, I'd love to quickly identify which aspect of Revenue ops is most relevant to you. Could you share what's the biggest problem for your team?<\/code><\/pre>\n\n\n\n\n
2. Clarify the Purpose of the Email<\/h3>\n\n\n\n
Example:<\/strong> \"I'd be happy to send you some information. To make sure I include everything you're looking for, could you tell me more about the specific challenges you\u2019re facing in scaling your ABM efforts?\u201d<\/code><\/pre>\n\n\n\n\n
3. Ask For an Alternative Time To Call<\/h3>\n\n\n\n
Example:<\/strong> \u201cI\u2019m sensing this is not a good time for us to speak. Would it be better to call you tomorrow at 7 PM? Will that work?\u201d<\/code><\/pre>\n\n\n\n\n
4. Set a Follow-up Call<\/h3>\n\n\n\n
Example:<\/strong> \"I'll send the email right after our call. What's the best time for a follow-up call to discuss any questions you might have after reviewing the information?\"<\/code><\/pre>\n\n\n\n\n
5. Add Value to Your Email Commitment<\/h3>\n\n\n\n
Example:<\/strong> \u201cSure, I will send an email with a case study addressing a similar challenge. It has been incredibly helpful for many of our customers.\"<\/code><\/pre>\n\n\n\n\n
6. Confirm All the Needed Email Addresses<\/h3>\n\n\n\n
Example:<\/strong> Sure, I\u2019ll send you the email. But can you please confirm your email address and let me know if I have to include anyone else who would benefit from this information?<\/code><\/pre>\n\n\n\n\n
Use the Right Strategy at Right Time<\/strong><\/h2>\n\n\n\n