Customers say “Send it to me and I’ll pass it on” for a reason. Here is what usually sits behind it, how to respond and what to avoid.
It sounds helpful but often ends in silence: your message reaches the decision-maker without you, without context and without anyone to answer questions. The contact may be sincere, or may just want the call to finish. The aim is to make the passing-on more than a forward.
Typical in: Software and SaaS, Professional services, Manufacturing and logistics
Pick the framework that fits the customer. The wording is an example direction, not a script: say it in your own words.
Ask what sits behind the objection, so you answer the real concern.
“Gladly. So I send the right thing, what does the decision-maker usually want to see first, and what do they care about most?” Use the answer to shape what you send.
Shrink the decision to something low-risk that moves things forward.
“I will send a short note written for them, not a brochure. Could we agree that I call you on Thursday to hear whether they had a chance to look at it, and whether there are questions?”
Point to the right person, time or channel without losing the thread.
“It would help if I could say who it came from. May I mention your name, and could you let me know when you have passed it on? Then I will not follow up too early.”
After your response, ask:
Do you think they would be willing to speak with me briefly if they find it relevant?
Avoid: Sure, just give me their email address directly.
Asking for a direct address from someone who has just offered to help makes them feel bypassed.
Reading is not the same as saying it. Talk to an AI customer who raises this kind of objection and see in the report which sentence helped.
Practise this objectionIt sounds helpful but often ends in silence: your message reaches the decision-maker without you, without context and without anyone to answer questions. The contact may be sincere, or may just want the call to finish. The aim is to make the passing-on more than a forward.
Clarify before you answer: “Gladly. So I send the right thing, what does the decision-maker usually want to see first, and what do they care about most?” Use the answer to shape what you send. Propose a smaller step: “I will send a short note written for them, not a brochure. Could we agree that I call you on Thursday to hear whether they had a chance to look at it, and whether there are questions?” Redirect: “It would help if I could say who it came from. May I mention your name, and could you let me know when you have passed it on? Then I will not follow up too early.”
Do you think they would be willing to speak with me briefly if they find it relevant?
Avoid “Sure, just give me their email address directly.” Asking for a direct address from someone who has just offered to help makes them feel bypassed.
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules, the terms of the product and a customer’s clear no.