260: Don't Send To The Client

<p>How I hate those four words – “send it to me”.  I get that heavy feeling in my stomach and around my shoulders.  I know we are now on the path to sale’s hell.  I particularly hate it when I hear that request after I have tried for the second time to secure a meeting to go through things face to face be that online or in person.  After you have requested the meeting and they push back, you can go back again and try for the meeting.  However, when they push back twice in a row you have nowhere to go, you have to send it or you come across in a bad light, as someone who is either stupid or socially tone deaf.  Neither are attractive to buyers so we best avoid plunging ourselves into those negative brackets.</p> <p> </p> <p>The “send it to me” request usually refers to sending basic information such as brochures and flyers or it might be around content and pricing.  The latter is usually a quotation or a proposal.  The reason the buyer normally puts forward for not meeting you is that they are too busy to see you.  If you have had one meeting already and it is time to propose the deal, you can send the document by email and not meet.  The chances of them buying though are substantially reduced and you may as well post it to yourself for all the good it will do.  Those flyers and brochures you diligently sent in response to their request will soon be winging their way to the waste paper basket, to be forgotten immediately.</p> <p> </p> <p>I struggle with this “send it to me “ request.  I know I have to do it, if I have exhausted my chances of a face to face meeting in a room or virtually.  However, I know this is a dead duck.   I often meet senior decision makers who will request I send the information so they can share it with the “team”.  What does that look like?  If it is a physical entity it will just be sent to the designated person with very little explanation. </p> <p> </p> <p>Now I may have spent an hour with the senior company representative going through chapter and verse of the innumerable benefits and