--- title: Don’t Bother Your Prospect | The Sales Blog description: If you don’t want to bother your prospect client then don’t bother them. But know that you are not bothering your client when, as your deal nears the end of the buying process, you follow up to ensure that they don’t still need something from you. Your Two Choices You’re always faced with two choices […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2013-09-17-at-9_32_40-PM.png --- ### [Now booking SKO meetings for 2026/27! 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But know that you are not bothering your client when, as your deal nears the end of the buying process, you follow up to ensure that they don’t still need something from you. #### Your Two Choices You’re always faced with two choices of the salesperson. The first choice is to be self-oriented to check in with your client so that you can find out where your deal is or waste their time. Wasting time means that you are [subtracting value](http://thesalesblog.com/blog/2013/08/18/on-value-subtractors/). The other choice is to create value for your prospective client. You can still create value, even at the end of your prospect’s buying process, even when your prospect told you they need time, even when your prospect is going through the process of making the decision. Your clients have [concerns](http://thesalesblog.com/blog/2010/05/31/resolving-concerns-is-more-than-overcoming-objections/) they need help resolving. They need more information from you. Much of the time they won’t recognize they even need more information until they begin the process of making a decision. It is never right to ignore your clients their needs. You’re never bothering them when you attempt to create value. #### Make the Value Creating Call When you don’t have a plan to create value, the right answer isn’t to ignore your client or pretend that you will be bothering them by calling. The right answer is to find a reason to call that allows you to continue to create value. Call to make sure your prospective clients has all the information they need. Or call to share additional information that wasn’t available until your prospective clients reached this point of their process. Call because you’ve discovered some new way to improve upon the proposal you gave them. Too many deals failed to cross the finish line because sales people mistakenly believe they will be bothering their client by calling. It’s not the call that bothers buyers. It’s [wasted time](http://thesalesblog.com/blog/2010/06/30/how-to-ensure-you-create-value-on-a-sales-call/). Make the call to follow up—and make it a value creating call. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 17, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:22:25 PM", "datePublished" : "2013-09-17 21:55:58", "description" : "If you don’t want to bother your prospect client then don’t bother them. But know that you are not bothering your client when, as your deal nears the end of the buying process, you follow up to ensure that they don’t still need something from you. 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