Cold Calling: How to Handle the “Just Send Me Email” Response
The “Just Send Me Email” Response
“Just Send Me Email” is a common phrase for salespeople to hear when cold calling. Michael Pedone shows you exactly how to respond with confidence.
COLD CALLING ADVICE: THE “JUST SEND ME AN EMAIL” RESPONSE
MP: Hey everybody, it’s Michael Pedone with SalesBuzz.com, and today I want to play for you a clip. It’s a sales calls clip where right out of the gate, the prospect says, “Can you just send me an email? Just send me an email.” Which is, I think, something that a lot of salespeople get. Now, this clip I’m playing is actually a brand-new sales rep. She wants to try her hand at making some sales calls. So, this is maybe like her third or fourth, or fifth sales call. And she ran into this right away and didn’t really know what to do. That’s okay. It’s a learning process. But I also have seen tons of sales veterans, who have been out and doing this forever, still, get tripped up by this. I’m going to show you exactly what to do. So, I’m going to play this and then I’ll make my comments. Here we go.
BB: Hi this is Brittany over … hoping to speak to Jennifer.
X: Yeah… can you just send me an email? I appreciate it.
BB: Okay, thanks, bye.
MP: Okay. So right out of the gate, you see, one, I know there was a little delay or something on the recording, no issue there. But the fact that right out of the gate, she hears, “Can you just send me some, can you just send me an email?” Here’s what you’re supposed to do if that happens. Now, again, you can tell, Brittany’s a little nervous on it, right? Again, everybody was on their third, fourth, fifth sales call. Right? But even after with role-playing a little bit, that first call you’re a little nervous. But even with sales veterans who get stuck with this, here’s what you’re supposed to do with that.
One, you want to make sure you have your energy up just a little bit when you’re calling, right? So, “Hi, this is Michael Pedone with SalesBuzz.com calling for” and then you say the person’s name. Now if they were to say, “Oh, hi, yeah, can you just send me an email?” You just, right out of the gate, you have to go, “I would love to; the reason for my call is” and then you got to get right into the reason for the call. Obviously, this is Jennifer, she’s saying, “Can you just send me an email?” Alright. So, normally, we want to go ahead and make sure we’re speaking to the person we’re calling for. When she says, “Can you just send me an email?” That’s basically confirming that that is Jennifer. So, there’s no need to actually reconfirm if that is Jennifer and waste time there. So, how it should have gone down, like how it should have gone down, is just like this: “Hi, it’s Michael Pedone with Salesbuzz.com calling for Jennifer.” “Oh, can you just send me an email?” “Sure, Jennifer. No problem. The reason for my call is” and then you get right on into the reason for your call.
Now, what should have been said for us, since we’re selling, should have been: “So, the reason for my call is that there’s a possibility we might be able to help you overcome call reluctance and set more appointments and close more deals, but I would just need to ask you a few questions first to be sure. Would that be okay?” So, in essence, I’m going to ignore the “send the email” and get flustered by that. I’m going to go right into the reason for my call. I’m going to agitate a pain, scratch an itch with that opening value statement. I’m not going to say, “Hey, we provide sales training.” I want to get into what the sales training does. It helps people who are suffering from call reluctance.
So, you go ahead and do that, and you agitate that pain and scratch an itch, and then you try to gain permission to continue the call, rather than the old way, which is to try and take control and start asking probing questions. And that’s where the guard is still up and you’re getting those one-word short answers. You can tell they’re kind of pissed off. And it’s just not a good sales call from there, right? So, the better strategy is to try and agitate a pain – scratch that itch – with the what’s in it for them and go, “If I caught you at a good time, I’d just like to ask you a few questions, just to see if what we have to offer may be some help to you. Would that be okay?” And then if she comes back and goes, “Listen, no, I really am interested, now is just not a good time. Can you just send me an email?” Then you say, “Okay, no problem. I’ll send you an email with the link. You can just respond to that, or better yet you can use the link to schedule a call with me at your convenience.”
That is how you handle that type of scenario. I hope this helps.
– Michael Pedone
Michael Pedone is the CEO/FOUNDER of SalesBuzz.com – Effective Cold Calling Scripts, Tips & Techniques On-demand Sales Training Course.