The verdict in three sentences
Price is not the real obstacle: it is the one-off cash effort. A 40/30/30 split or a rental model at 50,000-150,000 FCFA/month turns a hesitant SME into a signed client, lifting the close rate by 15 to 30 points. For a referrer, knowing how to present these facilities is often worth more than a discount: you protect the margin while removing the budget objection.
The financing schemes, with numbers
Several formulas exist depending on the client's cash position. Here are the 2026 schemes with upfront share, typical monthly amount and observed effect on closing.
| Scheme | Upfront share | Typical monthly | Effect on closing | Default risk |
|---|---|---|---|---|
| Full upfront | 100% | — | Baseline | None |
| Split 50/50 | 50% | 1 payment on delivery | +10 pts | Low |
| Split 40/30/30 | 40% | 2 milestones | +20 pts | Low |
| Deposit + 3 monthly | 40% | 20% × 3 months | +25 pts | Medium |
| Rental (site + hosting) | 0-1 month | 50,000-150,000/month | +30 pts | Medium |
On a Growth brochure site at 500,000 FCFA under 40/30/30, the client pays 200,000 FCFA on order, then 150,000 FCFA at the mockup and 150,000 FCFA on delivery. The ticket is identical for the referrer: their 75,000 FCFA commission does not change.
Rental vs purchase: when to offer which
The rental model (site + hosting on subscription) appeals to very small outfits with no cash reserve. Here is how to decide.
| Client situation | Recommended formula | Rationale |
|---|---|---|
| Solid cash | Upfront or 50/50 | Lowest total price |
| Cautious SME | 40/30/30 | Spreads effort, reassures |
| Very small budget | Rental 50-90k/month | No large outlay |
| Market test | Cancellable rental | Reduced commitment |
| E-commerce project | Deposit + monthly | Generated revenue funds the rest |
Rental is ideally paid by recurring mobile money debit (Wave/Orange Money), which limits missed payments and smooths monthly collection.
The referrer who masters financing closes more
A Kolonell referrer who can present installments and rental removes the budget objection without ever cutting price. Their commission stays full: 15% + 5% recurring on a brochure site, 12% on e-commerce, 10% on a marketplace, 8% on institutional. Better still: on a rental model, the retained client feeds the maintenance recurring, on which the referrer earns 5% for as long as the subscription runs. Offering a payment facility means closing more and collecting longer.
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Mini case study
Binta, a referrer in Kaolack, pitches a Growth brochure site (500,000 FCFA) to a tailor who finds the amount heavy. She offers 40/30/30.
- On order: 40% = 200,000 FCFA
- At the mockup: 30% = 150,000 FCFA
- On delivery: 30% = 150,000 FCFA
The tailor signs. Binta's commission stays 75,000 FCFA (15% of the unchanged total price). Without this facility, the prospect would have pushed it "to later" — that is, never. By also proposing maintenance at 40,000 FCFA/month, Binta adds 2,000 FCFA/month of recurring for the life of the contract.
FAQ
Does installment payment reduce my commission? No. Commission is calculated on the total project price, whatever the payment rhythm. A 500,000 FCFA brochure site pays 75,000 FCFA, upfront or under 40/30/30.
How much does the close rate rise? As an order of magnitude, +20 to +30 points depending on the formula. 40/30/30 and rental are most effective on cash-tight SMEs.
How do you manage default risk? By requiring a 40% minimum deposit before any start and tying each deliverable to a payment. Rental is secured by automatic mobile money debit.
When offer rental rather than purchase? For very small budgets or a market test: a 50,000-150,000 FCFA/month subscription with no large upfront outlay, cancellable per the terms.
Does rental pay recurring to the referrer? Yes, via the associated maintenance: the referrer earns 5% of the maintenance contract for as long as the client stays subscribed, on top of the initial commission.
Let's talk about your project. Learn to present the payment facilities that get deals signed, and raise your close rate. 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.
