The verdict in three sentences
A good referral pitch fits in three sentences per step, not a monologue. In Nairobi in 2026, the winning script chains hook, pain, demo and close-on-choice, adapting to the prospect's niche. On a ticket anchored between 250,000 and 500,000 FCFA, the 15% referral commission is 37,500 to 75,000 FCFA per salon signed.
The script's structure
The secret isn't saying everything, it's getting the prospect to talk. Each step has a single goal and a short duration. Open with a 30-second hook, dig into a specific pain, show a personalized demo, anchor the price, then close on a binary choice — never on "so, are you interested?"
Table: script step to sample line
| Step | Sample line (Nairobi salon) | Goal | Duration |
|---|---|---|---|
| Hook | "Your clients search for you on Google — what do they find?" | Grab attention | 30 s |
| Pain | "How many calls a day just for prices and hours?" | Reveal the cost | 1 min |
| Proof | "Look: here's your salon online, with your name and services." | Make it concrete | 2 min |
| Price anchor | "Premium is 1,200,000, but Starter begins at 250,000." | Frame the budget | 1 min |
| ROI | "3 extra bookings a week cover the site in 1 month." | Justify | 1 min |
| Close | "Shall we go Starter or Growth with online booking?" | Decision | 30 s |
Table: price anchor and referral commission
| Showcase tier | Price FCFA | Price EUR | Commission 15% | Best for |
|---|---|---|---|---|
| Starter | 250,000 | €380 | 37,500 FCFA | Small neighborhood salon |
| Growth | 500,000 | €760 | 75,000 FCFA | Salon with bookings |
| Premium | 1,200,000 | €1,830 | 180,000 FCFA | Premium salon / chain |
The Kolonell referral program pays 15% on the sale plus 5% recurring on maintenance. Adapt the hook to the niche: for a restaurant, "your customers search for your menu and find nothing"; for a clinic, "your patients look for your hours and hit a wall."
Mini case study
Awa, a referral agent in Nairobi, approaches a salon owner downtown. Hook: "Your clients search for you — what do they find?" The owner admits she loses calls. Awa shows the demo with the salon name and 6 services. She anchors Premium at 1,200,000, then offers Growth at 500,000 with online booking. The owner picks Growth. Awa's commission: 75,000 FCFA (15%), plus ~5,000 FCFA/month recurring. Total meeting time: 6 minutes.
FAQ
Need a professional website?
Kolonell builds websites that attract clients, optimized for the Sénégalese market. Free quote in 2 minutes.
How long does the full pitch take?
About 6 well-run minutes, from hook to close, with no step exceeding 2 minutes.
What commission on a Starter salon?
15% of 250,000 FCFA, i.e. 37,500 FCFA, paid after the client signs and deposits.
Why anchor Premium first?
By quoting 1,200,000 FCFA first, Growth at 500,000 feels reasonable: this anchoring lifts the close rate on the middle tier.
Does the script work for other niches?
Yes: keep the structure and swap the hook and demo. A restaurant, clinic or school follows the same 6-step flow.
Should I improvise or follow the script?
Follow the structure but let the prospect talk during the pain step: the best referral agents listen 60% of the time.
Let's talk about your project. We give you niche scripts and ready-to-show demos. 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.
