Handling the #1 CPA Objection: "Send Me More Information"
The Common Objection
The number one objection financial advisors and insurance agents get from CPAs, attorneys, and other potential strategic alliances is some variation of:
- "This sounds interesting, but can you send me some additional information?"
- "Can you send me a brochure?"
- "Can you send me your website?"
While this might initially feel like progress because they're showing interest, we don't want the call or meeting to end there.
The Solution: Two Key Techniques
1. Honest Communication
In our world of very politically correct communication, people are drawn back when you're just honest. We'll use straightforward honesty in this response.
2. Strategic Silence
Silence is incredibly effective, especially with strategic alliances. They're used to people selling to them - essentially vomiting information on them. Instead, we want to pull back and use silence effectively.
The Exact Response Script
Here's exactly what to say:
"That's fine, but do you mind if I ask you a question about that? I mean, what information are you hoping to see on a brochure or website that we haven't covered yet? And I ask because I've found that people will often say that they want to see a brochure or website, but it's really just a polite way of saying this isn't a good fit. If that's the case, that's totally fine."
[Then remain silent until they respond]
The Two Possible Outcomes
Outcome 1: Honesty About Lack of Fit
They might say: "You know what, I appreciate that. Yeah, I just don't think this is a good fit."
Benefit: You've saved yourself time:
- No wondering about the relationship
- No sending information
- No following up
- No wasted effort
Outcome 2: Backtracking and Clarification
More likely, they'll try to convince you that's not what they meant:
- "Oh no, I didn't mean to offend you..."
- "I just have a couple other things I need to get to right now..."
- "I just had a few more questions..."
The Follow-Up Response
When they backtrack, immediately respond with:
"Okay good. Well, we still have a couple minutes. What other questions do you have?"
[Maintain silence again]
The Strategy Behind This Approach
- We know they have questions (they asked for more information)
- They've confirmed it's not a poor fit
- We can now diagnose the root of their concern
- We handle it immediately rather than prolonging through email
- We maintain control of the conversation
- We get to the real issues
Key Principles
- Don't end meetings with "sending information"
- Use honest, direct communication
- Leverage strategic silence
- Get to root concerns immediately
- Maintain control of the process
- Focus on real-time resolution
This approach helps you avoid the endless cycle of sending information and following up, instead getting to meaningful conversations that lead to actual partnerships.
