How to Handle "Send More Information" Requests
When prospects ask to "send more information," they're almost always using a polite brush-off rather than expressing genuine interest. Gong's analysis of 300M+ cold calls found that exactly 49.5% of all objections are dismissive brush-offs — "not interested," hang-ups, and "send me an email" requests. Simply firing off a generic packet in response typically won't move the needle.
- Pause before responding. According to Gong's data (via Prospeo's analysis of 67,149 calls), top reps pause 5x longer after hearing an objection than during normal conversation. That single behavior separates top performers from everyone else. Use the pause to formulate a strategic reply instead of reflexively promising to send something.
- Acknowledge, then qualify. Instead of immediately committing to send info, respond with a qualifying question like "What specifically would be most useful for you?" or "Does solving [pain point] sound like a priority right now?" — this tests whether there's real interest underneath the brush-off.
- Offer targeted content, not a generic packet. Ask what specific challenges they want addressed so you can send only relevant information. A pointed one-pager beats a ten-page deck every time.
- Personalize your follow-ups. According to Salesforce's State of Sales (as cited by Sendspark), personalizing subject lines with the prospect's name or company lifts open rates by 26%.
- Consider video follow-ups. Sendspark — a video email platform, so take this with that context in mind — reports that adding personalized video to follow-ups increases reply rates 2–3x compared to text-only messages. No neutral third-party study currently corroborates this exact figure, but the directional logic (more personal = more replies) is consistent with broader personalization research.
- Keep following up — strategically. According to RAIN Group research (via Sendspark), 80% of sales require 5–12 follow-up touches, yet 44% of reps give up after just one attempt. Separately, Invesp data cited by Future of Prospecting puts the threshold at "5 or more follow-up calls" for 80% of successful sales — the upper bound varies by source, but the core message is consistent: most reps quit way too early.
The Real Problem Is Often Targeting, Not Your Response
Here's the uncomfortable truth: Gong's 300M+ call dataset shows that dismissive objections have more to do with relevance and timing than your product or pitch. If half your calls end in brush-offs, the fix may be upstream — tighter ICP targeting — not a better rebuttal script.
That said, even well-targeted prospects brush off cold outreach. The framework above gives you a way to separate genuine brush-offs from prospects who just need a nudge in the right direction.