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PROSPECT
NFAT Classification
The NFAT model classifies prospects based on four key criteria to assess their conversion potential and prioritize sales efforts: • Need: Does the prospect have a problem that our solution can solve? • Fit: Do they align with our ideal customer profile in terms of industry, size, and characteristics? • Authority: Are we in contact with key decision-makers or influencers within the company? • Timeline: What is the timeframe in which they might make a purchase decision? This model helps optimize lead management by focusing resources on opportunities with the greatest potential, accelerating the closing process.
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The first step at Arkad is to work together with the client to analyze their services, identify the solutions they offer, and determine the potential markets for prospecting. During this initial stage, we also develop the graphic and textual materials to be used.
ANALYSIS
Scouting
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Our digital service focuses its efforts on LinkedIn, the leading social platform for businesses, leveraging all the benefits and advantages of Sales Navigator to search, select, and classify decision-makers.
MD
.3
The first contact with leads follows a direct marketing approach, sending personalized messages based on industry, sector, or business type.
ABM
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The conversation continues with ABM (Account Based Marketing), where we move into the area of hyperpersonalization of marketing and communication materials in order to generate a one-on-one connection and convert the lead into a prospect.
Insights
NFAT
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Finally, we qualify prospects through NFAT (Need, Fit, Authority, Time) to only send high-quality leads to your sales team, increasing the closing rate.
LinkedIn Sales Navigator
It is an advanced prospecting and sales tool designed to help sales teams find and connect with potential clients strategically. • Advanced search: Allows you to filter prospects by industry, position, company size, and more. • Smart recommendations: Automatic suggestions of relevant leads and accounts based on your activity. • Direct messaging (InMail): Contact key decision-makers without needing a prior connection. • Alerts and tracking: Stay updated on changes within companies and key contacts.
Direct Marketing
It is a strategy focused on reaching individual leads with personalized messages and clear calls to action. Its goal is to generate immediate responses, without intermediaries, through a precise channel. • Wide reach, but with segmentation: Targets individuals or groups based on basic criteria such as demographics or behavior. • Measurable results: Allows tracking of interactions and optimizing the strategy in real-time.
Account Based Marketing
ABM is a B2B marketing strategy focused on hyperpersonalization. It is based on the singularization and alignment between marketing and sales to build high-value relationships. • Deep personalization: Messages and content tailored to each company and decision-maker. • Long-term focus: It aims not only to acquire clients but also to build strong, profitable relationships.
