How to Handle "Send Me More Info"
When a prospect says "can you just send me some more info?" what they're really saying is one of three things. "I don't have enough clarity to decide." "I'm not that interested but I don't want to say no to your face." Or "I genuinely need something specific before I can move forward."
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"Send me more info" is not a buying signal. It's a fire escape.
When a prospect says "can you just send me some more info?" what they're really saying is one of three things. "I don't have enough clarity to decide." "I'm not that interested but I don't want to say no to your face." Or "I genuinely need something specific before I can move forward."
The problem is that most agency owners treat all three the same way. They say "absolutely!" and fire off a PDF, a case study, and a link to their website. Then they wonder why the prospect went silent.
How to handle it
Ask what specifically they still need. "Happy to send you something. What specifically would be most useful for you to see?" This one question separates the serious from the stalling. A serious prospect has a specific ask. A stalling one can't name what they need.
Check if info is actually the issue. "Before I put something together, can I ask you something? Is this more about needing specific information, or is there something else that's still sitting with you about whether this is the right fit?" Direct. Honest. And it often unlocks the real conversation.
If you do send something, make it targeted. Don't dump your entire media kit on them. Send exactly what addresses their specific concern. Nothing more.
Attach a next step to whatever you send. "I'll send that over today. Let's book a 15-minute call for Thursday so I can answer any questions." Don't let the material float into a void.
What to do right now
Rewrite your response to this objection. The first move should always be a clarifying question, never a promise to email something.
More info is only helpful when you know what problem the info is supposed to solve.
If you want to keep tightening this part of your process, read What to Say When a Prospect Says "Let Me Think About It", What to Do When a Prospect Wants a Custom Proposal, Discovery Call Follow-Up for Agency Owners.
Book the audit and get clearer on how to handle resistance without sounding scripted.
We will look at where value is not landing, where objections are being mishandled, and how to respond in a way that keeps the call moving forward naturally.
Book Your Sales AuditQuestions agency owners usually ask next.
Should I answer objections immediately?
Not always. First work out whether the objection is real, whether it points to a missing part of discovery, or whether the prospect is simply protecting themselves from making a decision.
What if the objection sounds valid?
Treat it seriously. Clarify it, anchor back to the prospect's situation, and decide whether the right move is to answer it, challenge it, or pause the deal.
How do I handle objections without sounding scripted?
Use simple language, slow down, and respond to what the prospect actually said instead of trying to force a memorized rebuttal.
Do objections mean the call is going badly?
No. Objections are normal. The issue is not that resistance appears, but whether the call has enough clarity and leadership to handle it cleanly.