PracticalEntrepreneurshipBeginner Version française

Selling your services: offer, quote and negotiation

A three-tier offer, a proposal that gets signed and discounts that always come with something in return

  • 10 h of training
  • 5 modules · 25 lessons
  • 60 exercises
  • 2 projects
  • Certificate included

50,000 FCFA · 76 €

Practical · 8 to 12 h

You will learn to

  • Designing a packaged, tiered service offer for a B2B niche
  • Value-based pricing and a multi-currency rate card in FCFA and euros
  • Running discovery calls and qualifying sales opportunities

Kolonell certificate, verifiable online

A question? WhatsApp

Wave / Orange Money payment, access within 24 business hours

What you will be able to do

  • Designing a packaged, tiered service offer for a B2B niche
  • Value-based pricing and a multi-currency rate card in FCFA and euros
  • Running discovery calls and qualifying sales opportunities
  • Writing compliant sales proposals and quotes
  • Negotiating prices and payment terms with small businesses and structured companies
  • Managing a sales pipeline and tracking conversion rates

What you will produce

  • Your niche sheet and your three-tier offer with a quantified scope
  • A one-page case study with a measurable result
  • Your complete rate card: tiers, retainer, add-ons, rush fees, diaspora pricing in euros
  • Your eight-question discovery call guide and your qualification scorecard out of 10
  • Your three-page sales proposal template and a compliant detailed quote
  • Your objection-handling sheet for the seven objections, with the trade-offs you allow
  • Your one-page terms and conditions of service
  • Your Google Sheets or Trello pipeline with its Friday review

Possible earnings

A freelancer who moves from one-off jobs at 25,000 to 75,000 FCFA (about $40 to $125) to a tiered offer typically sells the standard tier for 100,000 to 250,000 FCFA (about $165 to $415, or 150 to 380 euros), or a retainer of 75,000 to 150,000 FCFA (about $125 to $250) per month. With 2 to 4 active clients, that means 250,000 to 600,000 FCFA (about $415 to $1,000, or 380 to 915 euros) collected per month, depending on the skill and the niche (field estimate, Dakar and Abidjan 2026; no income is guaranteed).

Indicative estimate, depending on your market, pace and work. No income is guaranteed.

Tools used

  • WhatsApp Business
  • Google Docs
  • Google Sheets
  • Canva
  • Trello
  • Google Meet
  • Calendly
  • Wave
  • Orange Money

What you'll learn

  • Choose a niche where clients already pay and package your service in three tiers with a clearly quantified scope
  • Set a price based on the value created for the client, without ever going below your floor price
  • Run a discovery call that establishes budget, decision-maker and deadline, and score the prospect out of 10 before writing anything
  • Write a three-page sales proposal and a compliant detailed quote within 48 hours
  • Answer the seven common objections and never grant a discount without getting something in return
  • Get a written agreement, have one-page terms and conditions accepted and collect the deposit
  • Manage a pipeline of 15 to 30 opportunities with a weekly review and a quantified monthly target

Prerequisites

  • Having taken "Digital freelancing: land your first clients in 30 days" (level 1) or having already sold at least one paid job to a small business
  • A digital skill you practice regularly
  • A smartphone with WhatsApp Business and access to Google Docs and Google Sheets
  • A Wave or Orange Money account; a NINEA (Senegal's business tax ID) or sole trader status is useful but not required

About this course

You have signed your first clients. You know how to do the work. But every sale feels like haggling at the market: the manager asks "how much?", you send a price on WhatsApp, he replies "that's expensive", you drop it, and you finish the job feeling you worked for nothing. Or he simply stops replying. This course teaches you to sell your services the way providers who make a living from them do in French-speaking Africa. You build a three-tier offer in a specific niche, backed by a case study. You move from a price calculated on your time to a price based on what the work brings the client, with a rate card that covers monthly retainers, add-ons, rush fees and euro pricing for the diaspora. You run a discovery call that surfaces the budget, the decision-maker and the deadline before you write a single line. You write a three-page proposal and a compliant quote. You answer the seven objections you hear in Dakar and Abidjan, you negotiate with a company that pays at 30 days or applies withholding tax, and you learn to say no to the client who will cost you more than he brings in. Finally, you get one-page terms and conditions signed and you review your pipeline every Friday. Five modules, 20 short lessons, a PDF handout and a quiz for each module, and two graded projects: your three-tier offer with its rate card, then your complete sales file, from discovery to signature. The examples take place in Dakar, Thiès, Abidjan, Bamako, Cotonou and in the diaspora, with amounts in FCFA and euros. The people mentioned are fictional and presented as such. You leave with: your niche sheet, your three-tier offer, a case study, your rate card, a discovery call guide, a sales proposal template, a detailed quote, your answers to objections, your terms and conditions and your pipeline. Place in the Freelance and digital entrepreneurship track: this level 2 comes after "Digital freelancing: land your first clients in 30 days" (level 1) and before "Running your business: invoicing, taxes and cash flow" (level 3). No revenue is guaranteed: results depend on your skills and on the number of prospects you meet.

Who it is for: Freelancers and digital service providers who have already signed their first clients (copywriting, community management, design, video, websites, virtual assistance, translation) in Dakar, Thiès, Saint-Louis, Abidjan, Bamako, Cotonou or from the diaspora, and who want to charge more, close more often and stop giving in on price.

Curriculum

A module-by-module path: lessons, exercises, quizzes and projects to submit.

  1. Module 1· 12 exercises

    Build an offer that almost sells itself

    Go from "I make visuals" to a packaged three-tier offer, backed by proof and presented on a page the prospect understands in 30 seconds.

    • Choose a profitable niche: one sector, one costly problem, one city, and the signs that clients already payFree preview15 min
    • Package the offer in three tiers (essential, standard, premium) with a scope that does not creepFree preview15 min
    • Turn a completed job into a one-page case study: situation, action, measured result, testimonialFree preview15 min
    • Write the offer page or PDF presentation read on a phone: promise, proof, tiers, next stepFree preview15 min
    • Module handout (PDF)Free preview5 min
    • Quiz: an offer that sellsModule quiz

  2. Module 2· 12 exercises

    Price on value, not on time

    Move from a floor price calculated on your time to a price based on what the work brings the client, with a rate card, paid add-ons and a diaspora rate.

    • Estimating what a job is worth to the client: extra sales, hours saved, risk avoided, and the price that follows15 min
    • Anchoring your price: the order in which you present tiers and the role of the premium tier15 min
    • Building your complete rate card: packages, monthly retainer, add-ons, rush fees and travel costs15 min
    • Billing a diaspora or international client: euro pricing, exchange rates, payment methods and timelines15 min
    • Module handout (PDF)5 min
    • Quiz: value-based pricingModule quiz
    • Your three-tier offer and your rate cardProject to submit

  3. Module 3· 12 exercises

    Run discovery and write a proposal that gets signed

    Run a discovery call that reveals budget, decision-maker and timeline, then send a three-page proposal and a detailed quote within 48 hours.

    • Prepare and run the discovery call: the eight questions, including budget, decision-maker and deadline18 min
    • Qualify the prospect before you write: the score out of 10 that saves you from proposals lost in advance12 min
    • Write the three-page sales proposal: understanding the need, solution, tiers, schedule, terms18 min
    • Present the proposal on a call or in a WhatsApp voice note instead of sending it in silence12 min
    • Module handout (PDF)5 min
    • Quiz: discovery and proposalModule quiz

  4. Module 4· 12 exercises

    Negotiate without discounting

    Answer common objections, never give a discount without something in return and negotiate payment terms with a structured company.

    • The seven objections from SMEs in Dakar and Abidjan and how to answer each one: "it's expensive", "I'll think about it", "my nephew does that"18 min
    • The trade-off rule: reduce the scope, extend the deadline or get paid upfront, never lower the price for the same work15 min
    • Negotiating with a structured company: purchase orders, 30-day payment terms, withholding tax and administrative documents15 min
    • Knowing when to say no: the signs of a client who will cost more than they bring in, and the sentence to decline gracefully12 min
    • Module handout (PDF)5 min
    • Quiz: negotiate without slashing your priceModule quiz

  5. Module 5· 12 exercises

    Close, contract and manage your pipeline

    Get an unambiguous written agreement, sign simple terms and conditions, collect the deposit and review a pipeline of 15 to 30 opportunities every week.

    • Closing: the closing question, written agreement by WhatsApp or email, and a locked start date15 min
    • Your one-page terms and conditions: deposit, revision rounds, file ownership, late payment, termination18 min
    • Running a pipeline in Google Sheets or Trello: stages, amounts, probability, dated next action15 min
    • The Friday sales review: conversion rates, dormant quotes, follow-ups and the monthly target12 min
    • Module handout (PDF)5 min
    • Quiz: closing and follow-throughModule quiz
    • Final project: your complete sales file, from discovery to signatureCapstone

  6. Certificate included

Your certificate at the end

A numbered certificate with your validated skills, a public page and a verification QR code. Add it to LinkedIn in one click.

Kolonell Academy
Verified by Kolonell Academy

Certificate of skills

Your name

has completed and validated the course

Selling your services: offer, quote and negotiation

Certified skills

  • Designing a packaged, tiered service offer for a B2B niche
  • Value-based pricing and a multi-currency rate card in FCFA and euros
  • Running discovery calls and qualifying sales opportunities
  • Writing compliant sales proposals and quotes
  • Negotiating prices and payment terms with small businesses and structured companies
  • Managing a sales pipeline and tracking conversion rates

Number KOL-CERT-2026-XXXXX

Mohamed Bah

Founder, Kolonell Academy

Poster for Selling your services: offer, quote and negotiation

Course poster

Download the poster to print it, send it to your employer or share it with colleagues. The full programme details every module.

Download PNGDownload PDFFull programme (PDF)

This course is part of the track

Freelance et entrepreneuriat digital

Level 2 of 5 · Practical

  1. 1
  2. 2
  3. 3
  4. 4
  5. 5
See the 5 track levels

Next level · 3/5 Advanced

Running your business: invoicing, taxes and cash flow

A specialty you can bill for

A legal status you chose on purpose, invoices accepted the first time, taxes set aside in advance and a fixed income every month

75,000 FCFA 12 h

View the next level

Your instructor

Mohamed Bah

Founder of Kolonell, a digital agency in Dakar. He sells and delivers websites, content and applications to small and mid-sized businesses in Senegal, Côte d'Ivoire and Dubai, manages a team of freelance writers, designers and developers whom he recruits, subcontracts and pays, and handles his company's invoicing, cash flow and tax filings himself.

Questions about this course

I took level 1. What changes here?

Level 1 gets you your first client with a simple offer and a one-page quote. This level 2 gets you selling at higher prices and more often: a three-tier offer in a niche, value-based pricing, a structured discovery call, a three-page proposal, negotiation with trade-offs, terms and conditions and a pipeline.

I don't have a NINEA or a legal status yet. Can I take the course?

Yes. Quotes and terms and conditions work without a legal status, with the mention "TVA non applicable" (VAT not applicable). Module 4 explains what a structured company requires (NINEA, the business tax ID; RCCM, the trade and companies register; withholding tax), and level 3 of the track covers choosing a status and taxes in detail.

How much time should I plan for?

About 10 hours including exercises and projects, which is 2 to 3 hours a week for 4 weeks. Each lesson takes 12 to 18 minutes and ends with an exercise applied to your own offer.

Does the method work for diaspora clients?

Yes. Module 2 has a full lesson on diaspora clients: prices in euros, exchange rate, bank transfer, card or Wave from abroad, deposit and lead times. The proposals and terms and conditions are the same.

What if my client won't sign anything?

Many small businesses never sign a paper contract. Module 5 shows you how to get a valid written agreement by WhatsApp or email that refers to your terms and conditions, and how to collect the deposit before you start.

Will I learn to lower my prices to close more deals?

No. The course teaches the opposite: adjust the scope, the timeline or the payment terms when the budget falls short, without ever lowering the price for the same work.

How do I pay?

Via Wave or Orange Money. After enrolling you receive a pro forma invoice by email with the number to pay. Send the proof on WhatsApp: your access is activated within 24 business hours.

How long do I keep access?

For life, updates included. Learn at your own pace and revisit lessons as often as you need.

How do I get the certificate?

Complete the lessons and pass each module quiz with at least 70%. The certificate is generated automatically, with a unique number and a public verification page.

Our commitments

  • Lifetime access, updates included
  • Publicly verifiable certificate
  • Wave / Orange Money payment, activation within 24 business hours
  • WhatsApp support

50,000 FCFA · 76 €

Practical