How to Handle "Send Me More Information"
"Send me more information" is one of the most common responses in SaaS sales — and one of the most mishandled. The instinct is to comply immediately: send the deck, the one-pager, the case studies, and the product overview, and wait for a reply that usually never comes.
The instinct is wrong. "Send me more information" is rarely a genuine request for information. It is almost always a polite deflection — a way to end the conversation without committing to or rejecting a next step. Sending a dense information package in response to a deflection doesn't advance the deal; it gives the prospect a low-effort way to feel like progress is happening while making no commitment.
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What "Send Me More Information" Usually Means
"I'm not convinced this is relevant to me yet."The relevance hasn't been established. The prospect doesn't see a clear connection between your product and their specific problem. More information won't fix this — more discovery will.
"I'm interested but not ready to commit to a call."The prospect is potentially interested but hasn't been given a sufficiently compelling reason to invest 30 minutes. The information request is a way to evaluate further without the perceived commitment of a meeting.
"I want to show this to someone else before we go further."The prospect needs to get internal buy-in before they can commit to an evaluation. The information package is for an internal audience, not for them.
"I want to end this conversation politely."The prospect has no intention of engaging further but doesn't want to say no directly. This is the most common scenario.
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The Response Framework
Step 1: Clarify before complyingBefore sending anything, ask a question that surfaces the underlying need:
- "Happy to send something over — to make sure I send the most relevant material: what specifically would be most useful for you to see?"
- "Of course — is there a specific aspect you'd want to dig into, or is it more of a general overview you're after?"
- "Happy to do that — is there someone else you'd want to share it with? I can tailor it to their specific role."
The answer tells you which of the four scenarios above you're in — and what to do next.
Step 2: Tie the information to a specific next stepNever send information without a defined next step attached:
- "I'll send that over today. Would it be worth connecting next Thursday for 20 minutes to walk through the parts that are most relevant to [specific pain they mentioned]?"
- "Happy to send a tailored overview. If I can get it to you by tomorrow, would you be able to review it before [specific date] and we could connect then?"
The next step should be specific and time-bound — not "let me know when you've had a chance to look at it."
Step 3: Send the minimum viable packageSend the minimum that answers their specific question — not everything in the content library. A 40-slide deck is not more persuasive than a 5-slide targeted summary. More information creates more reasons to delay, not more reasons to act.
For a prospect who needs to show something to their manager: a one-page executive summary with specific relevance to their stated problem is more useful than a comprehensive product brochure.
For a prospect who isn't sure of relevance: a single case study from a similar company with a specific outcome is more persuasive than a general overview.
Step 4: Follow up on the information sentIf you send information without a confirmed next step (which you should avoid, but sometimes can't), follow up within 48 hours with a specific question about the content:
"Did you get a chance to look at the [Company X] case study I sent? I'm curious whether the forecast accuracy challenge they had resonates with what you're seeing at [Prospect Company]."
A question about a specific element of the content is harder to ignore than "just following up."
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The One Response That Almost Always Works
When you're confident "send me more information" is a soft no, try the direct approach:
"Of course — before I put together the most relevant package, can I ask: is there still genuine interest in evaluating this, or is the timing just not right? If it's not the right moment, I'd rather know now and reach out when it makes more sense."
This question forces a binary response — yes or no — and often produces the direct answer that "send me more information" was avoiding. A "not right now" is more useful than six weeks of unanswered follow-ups on a cold information package.
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About the Author
Alex Margarit, Sales AI Expert, SaaS Sales Leader, BMC, ServiceNow, Docusign — 25+ years in SaaS sales.