How to Handle "Just Send Me Some Info" Without Losing the Deal

"Send me some info" almost never means they are interested. It is the politest exit a prospect has, and most reps hand it to them. The email you send lands in a folder nobody opens. So the goal on that call is not to send info. The goal is to find out whether there is a real reason to keep talking, and to book the next step before you hang up.

Here is what I do, in five parts, with the exact words.

1. Do not say yes right away

The reflex is "Sure, what's your email?" That teaches the prospect the brush-off worked, and it gives away the one thing you can trade for a meeting. Slow it down instead. I say: "Happy to. So I send the right thing and not a 12-page PDF you will never open, can I ask you two quick questions?" Almost nobody refuses two quick questions.

2. Find out what "info" is standing in for

"Info" is a stand-in for a question they have not said out loud. Ask: "When you say info, what do you want to see in there? Pricing, how it works, or whether it fits a team like yours?" The answer hands you the real objection. Pricing means they are comparing quotes. "How it works" means they are curious and not convinced. "Whether it fits" means you have a live deal and should push for the meeting.

3. Trade the info for a reason to meet

Offer the info and the meeting together, not one in place of the other. I say: "I can send that over. Most people skim it and still have the same three questions after. Give me 15 minutes Thursday, I will walk you through the one part that matters for your team, and I will send the deck right after so you have it on file." Now the email is the reward for the call, not a replacement for it.

4. If they still want only the email, pin down the follow-up

Do not let them off with a vague "sounds good." Tie the next contact to a date before you agree to send anything. "I will get it to you today. Once you have had a look, what is a better day for me to check back, Tuesday or Wednesday?" A prospect who will not give you a callback day was never going to buy from a PDF.

5. Send an email that earns a reply

Here is the formatting rule I hold every rep to: three sentences, one question, no attachment on the first send. Reference their exact words, ask the one question that moves it forward, and stop. Example: "You mentioned you were not sure this fits a team your size. The closest account to yours runs nine reps and had the same worry. Worth 15 minutes to compare notes on Thursday?" A wall of text with a brochure attached gets archived. Three sentences with one clear question gets answered.

One anti-pattern to kill: the "just circling back" email. It says nothing, asks nothing, and tells the prospect you have no new reason to talk. Every follow-up needs a fresh hook: a question, a relevant account, a deadline, something.

Why this works

I watched this play out with a rep named Dana. She was sending polished one-pagers to every "send me info" and getting almost no replies. We cut the PDF from the first email and made her ask one question tied to what the prospect said on the call. Her reply rate on those follow-ups climbed, because the prospect finally had something to answer instead of something to file.

Save these five lines where you can see them on your next call. The next time you hear "send me some info," you will not reach for the attachment. You will reach for the two questions that tell you whether the deal is real.