Houston, TX -- (SBWIRE) -- 01/04/2011 -- OK, we’ve all heard it before…when a prospect says, “Send me some information”.

Now, as a professional sales person, we are taught to respond in a variety of ways depending on your school of thought and training. Personally, I like to come right out and share with them that

“I sometimes hear that when someone is really not interested but doesn’t want to hurt my feelings by saying so..that wouldn’t be the case here would it?”. Others say that “they would love to send some information and since we have so many specific items we can send, what most specifically were you looking for?”

Both are great, but you still don’t convert all of them into qualified or dis-qualified prospects. In reality, there are those that sincerely do want me information or, at least, they want to talk at some point in the future about what problem or pain you can solve for them.

In fact, sometimes working to get the information request can be a solid strategy when profiling your prospect base (more sophisticated B2B list building). It helps you qualify them as a potential prospect and add them to your in-house lead nurturing list.

So, what do you send them and what should you follow-on communication strategy be? Check my next post to find out more when I’ll discuss the different schools of thought relating to fulfilling B2B sales leads’ information requests.

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Apollo’s central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com

Apollo Sales & Marketing Group
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