Here are a few:
Bombarding leads with repeated telephone calls. “There’s a fine line between nurturing a sales lead and harassing a prospect”. “Constant phone calling is a sure-fire way to get a qualified leads running for the hills.” According to Pergolino, it’s also common sense to honor the wishes of a lead who wants to be removed from your call list. “There’s virtually zero chance a lead will convert to a sale after his or her explicit request is ignored”.
Assuming a level of familiarity that doesn’t exist. As you develop relationships with potential customers, you’ll likely establish a friendly rapport. But it’s important to remember, “that no matter how strong the relationship, overly personal discussions—i.e., politics and religion—should be saved for home.”
Asking for too much, too soon. Don’t request information you don’t need so early in the process—for instance, asking where invoices should be sent.
Putting qualified leads in the slow lane. Just as there is a risk for passing unqualified leads to sales, there’s also the risk for not passing qualified leads quickly enough.
Don’t sabotage your lead nurturing program with easily avoidable errors. One big mistake—or even a series of little ones—can be the end of a potential sale, notes Pergolino.