Handling the 'Send Me an Email' Brush-Off in Sales
Learn how to effectively handle the common 'send me an email' brush-off in sales without losing the opportunity.
Understanding the Brush-Off
In sales, the phrase "send me an email" can often be a polite way of saying "I'm not interested right now." For many South African sales teams, this is a common obstacle, particularly when dealing with busy decision-makers. Understanding this brush-off is the first step in effectively handling it. It is not always a dead end; sometimes, it is a genuine request for more information.
Why It Happens
There are several reasons why prospects might use the "send me an email" line:
- Time Constraints: Busy schedules make it difficult for decision-makers to engage in lengthy conversations.
- Need for More Information: They may require additional details before making a decision.
- Polite Dismissal: It's a way to end the conversation without committing to anything.
Being aware of these reasons can help you tailor your approach to each prospect's situation.
Step-by-Step Approach to Handle the Brush-Off
Step 1: Confirm the Email Request
When faced with this brush-off, start by confirming the request. Ask, "Absolutely, I'll send you an email. What specific information would you find most useful?" This not only shows that you are attentive to their needs but also allows you to gather more context.
Step 2: Re-Engage the Prospect
Use the opportunity to re-engage them by asking a follow-up question like, "What are the key areas you are focusing on this quarter?" This can provide insight into their priorities and tailor the information you send.
Step 3: Send a Tailored Email
When sending the email, make sure it is concise and relevant. Highlight how your product or service addresses their specific needs. Personalization is key here. Use their name, refer to the conversation, and link your solution to their business challenges.
Step 4: Add Value
Include something of value in your email. This could be a link to a whitepaper, a case study, or a relevant industry report. Demonstrating value can help keep the conversation going.
Step 5: Follow Up with a Phone Call
After sending the email, wait a few days before following up with a phone call. This call should not just be a reminder but an opportunity to discuss the information you provided and answer any questions they might have.
Avoiding Common Pitfalls
Anti-Pattern: The Generic Email
Sending a generic email is the quickest way to lose a prospect's interest. A lack of personalization suggests you are not invested in their specific needs. Instead, tailor your emails to reflect the prospect's unique challenges and goals.
Anti-Pattern: Overloading Information
While it's important to provide detailed information, overwhelming your prospect with too much can be counterproductive. Keep your emails concise and focused on the most important points.
Leveraging Technology
A CRM like ClientPulse can help you track interactions and personalize communications. By logging details about each prospect, you can ensure that your emails are relevant and timely.
Conclusion
Handling the "send me an email" brush-off requires patience and strategy. By confirming the request, personalizing your communication, and following up effectively, you can convert what seems like a dismissal into an opportunity. Remember, the goal is to keep the conversation alive and demonstrate the value you can offer.
Christiaan Groenewald is the founder of ClientPulse, a CRM built for South African sales teams. Try it free.