How to Handle "Send Me Some Information" in Financial Services & Fintech Sales

You've heard it a thousand times: "Just send me some information." It's the sales equivalent of a polite brush-off, the conversational death knell that turns promising leads into digital dust. In financial services, where trust and personal connection are everything, this seemingly innocuous phrase can destroy your entire sales pipeline.

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Why Financial Services Prospects Say "Send Me Some Information"

In the high-stakes world of financial services and fintech, prospects use this phrase as a defensive mechanism. They're not actually asking for information—they're creating a buffer between themselves and a potentially uncomfortable sales conversation. Financial decisions are deeply personal, involving complex risk assessments, and prospects instinctively want to maintain control.

The Real Reasons Behind This Objection:

• They don't see immediate value in your solution

• They're avoiding a direct confrontation

• They want to appear professional while disengaging

• They're overwhelmed by technical complexity

• They lack urgency or clear problem definition

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The Wrong Way to Respond (That Most Reps Do)

Most sales reps hear "send me information" and immediately start emailing generic brochures, thinking they're making progress. Spoiler alert: you're not. You're becoming another forgotten attachment in an overcrowded inbox.

Don't:

• ❌ Immediately email generic marketing materials

• ❌ Agree passively and hope they'll read your documents

• ❌ Fail to ask diagnostic questions

• ❌ Treat this as a real next step

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The 3-Step Framework That Actually Works

Step 1: Acknowledge Without Agreeing

Demonstrate that you hear them, but don't surrender control of the conversation. Your goal is to create curiosity and show you're different from typical sales approaches.

Example Response:

"I appreciate you wanting more information. Before I send anything, may I ask what specific aspects of our financial technology platform you're most interested in exploring?"

Step 2: Reframe the Conversation

Transform their passive request into an active dialogue about their actual needs and challenges.

Example Response:

"Most financial leaders I work with are looking to solve specific challenges around [data integration/compliance/risk management]. Which of those areas is most critical for your team right now?"

Step 3: Ask a Diagnostic Question

Use targeted questions that reveal underlying motivations and create engagement.

Power Questions to Ask:

• "What prompted you to explore solutions in this space?"

• "What's the biggest friction point in your current financial workflow?"

• "If we could solve one critical challenge, what would it be?"

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Real-World Example: Apex Financial Group

When Apex Financial Group's sales team was struggling with the "send information" objection, they implemented a strategic reframing approach. Instead of defaulting to email attachments, their top performer began treating each interaction as a diagnostic opportunity.

What Happened: By asking precise questions about regulatory compliance challenges and demonstrating immediate value, they transformed 60% of "send information" requests into substantive sales conversations.

Key Takeaway: Curiosity and strategic questioning trump generic information every single time.

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Industry-Specific Considerations for Financial Services & Fintech

Financial services sales require a nuanced approach due to complex ecosystems and high-stakes decision-making. Your strategy must account for intricate regulatory landscapes and sophisticated buyer personas.

• Regulatory Compliance: Prospects are inherently cautious about new solutions

• Average Deal Size ($100,000): Requires deeper trust-building and consultative selling

• Typical Objection Triggers: Technical complexity, perceived implementation risk, budget constraints

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5 Variations You Can Use Tomorrow

Variation 1: The Empathy Reframe "I completely understand wanting more details. What specifically makes you hesitant about discussing this now?"

Variation 2: The Social Proof Angle "Before sending information, would you be interested in hearing how [similar financial institution] solved their challenges?"

Variation 3: The Risk Reversal "I'm happy to provide information, but I'd rather ensure it's precisely what you need. Can we spend 5 minutes understanding your specific situation?"

Variation 4: The Future-Pace "If our solution could reduce compliance costs by 30% in the next quarter, would you want to explore that further?"

Variation 5: The Direct Challenge "Most financial leaders I speak with want to understand the solution, not just read about it. What's preventing us from having a 10-minute exploratory call?"

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Common Follow-Up Objections (And How to Handle Them)

"I'm too busy right now" → Offer a ultra-short, value-packed micro-meeting with clear agenda.

"Just email me the details" → Politely push for a brief diagnostic conversation, emphasizing customized insights.

"We're not looking to change right now" → Ask about current pain points and plant seeds of potential future transformation.

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The Bottom Line

Stop treating "send me information" as a dead end. It's an opportunity to demonstrate expertise, build trust, and differentiate yourself in a crowded market. Your response determines whether you're seen as a vendor or a strategic partner.

Quick Win: Replace your next "I'll send an email" response with a targeted diagnostic question.

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Posted by ScriptFly AI Team