The verdict in three sentences
A referral partner's prospects are everywhere (shopkeepers, artisans, clinics, schools), but random prospecting exhausts you without converting. The field method targets locations dense with business owners and leans on a personalized mobile demo and CRM tracking. At 10 contacts/day, with 20-40% useful contacts and a 5-15% close rate, 2 to 4 sales/month is a realistic target, paid 8 to 15% by division.
Random prospecting vs targeted fieldwork
Knocking at random wastes energy. Targeting the right places multiplies your yield. Here are the priority targets and their potential.
| Field target | Likely division | Typical ticket (FCFA) | Commission | Density |
|---|---|---|---|---|
| Market traders | Website / E-commerce | 250,000 - 2,000,000 | 12-15% | Very high |
| District artisans | Website | 250,000 - 500,000 | 15% | High |
| Clinics / practices | Premium website | 800,000 - 1,200,000 | 15% | Medium |
| Schools / training | Website / Institutional | 500,000 - 5,000,000 | 8-15% | Medium |
| Wholesalers | E-commerce | 1,000,000 - 4,000,000 | 12% | High |
| Groups / banks | Institutional | 5,000,000+ | 8% | Low |
A market or a shopping arcade packs dozens of business owners per square metre: that is where the partner makes their days pay.
The field funnel in numbers
Prospecting is a funnel. Knowing your rates lets you steer effort and forecast revenue.
| Funnel stage | Rate | On 200 contacts/month |
|---|---|---|
| Contacts approached | 100% | 200 |
| Useful contact (interested) | 20-40% | 40 - 80 |
| Mobile demo delivered | 40-60% of useful | 20 - 40 |
| Close (deal won) | 5-15% of contacts | 10 - 30 |
| Retained sales (realistic) | - | 2 - 4 |
At 10 contacts/day over 20 days, i.e. 200 contacts/month, a disciplined partner converts 2 to 4 sales. The CRM logs each contact, its follow-up and its stage, so no opportunity is lost.
Mini case study
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Eric, a young graduate in Johannesburg, prospects the Yeoville market three mornings a week, 10 contacts per morning. Over the month: 120 contacts, 36 interested (30%), 20 mobile demos, 3 sales.
- 2 Growth websites (500,000): 2 x 75,000 = 150,000 FCFA
- 1 Starter e-commerce (1,200,000): 1,200,000 x 12% = 144,000 FCFA
- Month total: 294,000 FCFA in sale commissions
- Emerging recurring: 3 maintenances at 80,000 FCFA/month -> 3 x 4,000 = 12,000 FCFA/month
By repeating this pace, Eric passes 250,000 FCFA/month from the second month, with recurring income growing at every new client.
FAQ
How many contacts a day should I target? Around 10 qualified contacts per field day is enough. Consistency beats volume: 200 well-followed contacts/month are worth more than 400 abandoned.
How do I approach an owner without putting them off? With a benefit question, not an offer: "Do your clients find you easily on Google?" Then a quick mobile demo of what their site could look like.
Which division should I prospect first? Websites for volume and ease (15%), e-commerce among wholesalers (12%). Reserve institutional (8%) for the rare big accounts, whose ticket makes up for the lower rate.
Is the CRM really useful in the field? Yes, it stops you forgetting a follow-up and shows where each prospect stands. A lead nudged at the right moment converts far better than a contact left hanging.
Can I prospect part-time? Yes, many partners do 3 mornings a week. Even part-time, 2 to 3 monthly sales plus recurring make a meaningful extra income.
Let's talk about your project. Join the Kolonell referral partners: field method, mobile demo, CRM and commissions of 8 to 15% + 5% recurring. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.