Did you know that 84% of B2B buying decisions start with a recommendation? However, most freelancers let these opportunities slip by without gaining anything.
It always hurts my heart to see that. Self-employed people who naturally recommend services to their contacts, free of charge, when they could earn a real income from them. The contribution of business precisely makes it possible to monetize these recommendations and to make them a source of regular income.
I don't know about you, but if I were told that my network could generate qualified leads while I'm sleeping, I would jump at the chance! This is exactly what the successful business suppliers are doing today.
In this guide, no unnecessary blah blah. I am going to show you, step by step, how to create and develop your network of business providers. Concrete strategies, techniques tested in the field, and above all, results.
Are you ready to make your network grow? Let's go, let's start!
The other day, a freelancer said to me: “I'm starting to bring business, I'll see what happens!” It's already good but be careful... No stones, no palace, as they say! A solid strategy is the basis for everything.
Wondering where to start? Here are the goals that, in my opinion, should guide your approach:
Market research is like building the foundations of a house. Without it, everything falls apart! It allows you to Understand your environment And of Validate your project.
I advise you to take a close look:
My personal advice? Take a look at tech startups and SMEs looking to innovate. That's where the lode is!
After years in the business, I can tell you that there are two models that are very popular:
La commission : you get a percentage for each deal you bring in. Simple, effective, no hassle.
THEexchange of good processes : you bring me customers, I bring them to you. It works like a charm in complementary sectors.
Something I've learned the hard way: make sure everyone is happy, that's what we call Win-win. The best partnerships are those where everyone rubbed their hands together at the end of the month!
And don't forget the most important thing: the transparency And the trust, it's like cheese and wine, they go together! Take the time to set the rules of the game clearly with your future partners. Believe me, it will save you a lot of headaches later...
The structure of your offer is like the recipe for a good blanquette - if you miss the proportions, it's ruined! Let me share with you what I have learned the hard way.
I did a lot of tests (and a few crashes, I admit). Three models really stand out from the crowd:
The commission, the star of the game - a percentage of the turnover generated by the case brought. Personally, I think it's great because the more they work, the more they earn.
The fixed package, for those who like to plan for the end of the month. One-shot missions are a hit. And for the undecided (like me at the beginning), the hybrid model that mixes fixed and variable.
Remember the levels in Mario? It's the same with us:
I was a bit freaked out at first that I didn't have the right tools. This is what I am now providing to my contributors:
A concrete contract that says it all: who does what, where, where, when, how, and especially how much. Without it, you might as well play the lottery!
For follow-up, I set up a dashboard with the greatest care. This makes it possible to identify the champions and to adjust the commissions.
And now, I'm going to tell you something crucial: transparency is non-negotiable. Everything should be crystal clear from the start. Especially for payment - validation, billing, collection, everything has to be square.
Oh, and don't forget: your contributors are not your employees. No relationship of subordination, otherwise hello prudhommes! It's as my grandmother said: “Everyone at home and the sheep will be well looked after.”
Do you want me to tell you? At the beginning, I often got into trouble choosing my sponsors. Now, after a few years (and lots of lessons learned), I know exactly how to find the right profiles.
The good news? You don't need to have done ENA to be a business provider. On the other hand, there are things that I always check:
I prefer to work with people who have already proven themselves. Why? Because when they recommend someone, their reputation is on the line. It's like when you recommend a restaurant to friends - you're not going to send them to a dubious kebab!
To find the right profiles, I have my own little method. You can use recruitment agencies or search on freelancer platforms.
But my best advice? Dig into your current network. The best contributors I found came from recommendations. These people already know the music in your sector.
Even if it is not mandatory, good support makes all the difference. Here's how I do it:
The idea is to give them all the cards in hand. I focus a lot on understanding the market and managing relationships.
Something I learned the hard way: transparency is sacred. I show everything to my contributors: the progress of the files, the commissions, everything! It avoids “but you didn't tell me that...”
And don't forget: your supporters are as free as air. They're not your employees! They can work with whomever they want. My job is to help them succeed, not to play little boss.
Do you know what annoys me the most? See freelancers who each work in their own corner when they could be a hit together! Let me tell you how I learned to create concrete wedding rings.
The other day, I was talking to a dev buddy who was having trouble finding customers. I said, “But why aren't you partnering with marketing agencies?” And now, boom! The revelation.
Here are the combos that are a hit:
The secret? Look for areas where you can contribute a real mutual added value. It's like a good marriage, it has to work on both sides!
I don't know about you, but at first I was really freaked out during the negotiations. Now I have my 4-step method that rocks:
A golden tip: write everything down. I've seen too many great partnerships go off the beaten track due to the lack of a clear contract.
La trust, it's like a plant - you have to water it every day! Here are my three secrets:
La transparency : I balance all the information on the files and the commissions. No hiding places between us!
La communication : regular checks to see what works and what's stuck. It's like a couple, you have to talk to each other!
The strut : I provide my partners with all the tools they need. I don't let them go in the wild like little kittens!
To keep track of all this, I have a very good dashboard. It allows you to see who is a hit and who needs a helping hand.
And don't forget: each partnership is unique, like a good wine. You can't treat a startup like a big CAC 40 company. Flexibility is key!
Lead conversion is an art! At first I broke my teeth about it. But I finally understood that a good qualification can multiply your chances of transformation by four. Not bad, right?
I struggled for months before developing my 5-tier system:
You know what? 25% of leads are qualified but not yet mature. It's like bananas, don't eat them too soon!
Hang on tight: 40% of sales go to the first person who responds to a web lead. It's just like Super U, first come, first served!
I am always looking for small signs: questions about deadlines, requests for details on rates. It's like when someone is beating around the bush before asking you for a favor!
My favorite technique? The “head-on rescue” when I feel hesitant. It's like saying “You're right to take your time” while showing that it's the right thing to do.
I keep an eye on my stats like milk on the stove:
My CRM is like my little black notebook - it's all in there!
Something that kills: the sooner you call back, the more it converts. I give myself 30 minutes max to contact a qualified lead again. It's hot, but it works!
I also set up a points system, just like with a driver's license: engagement of the prospect, match with our target, behavior on the site. Thanks to this, my conversion rates oscillate between 5% and 20%. Not bad for someone who confused lead and prospect at the beginning!
Do you know what's the hardest part? It's not about building a network, it's about making it grow! A study confirms this: 94% of companies see their team more united after having implemented incentives that hold up.
I've done a lot of tests (some more successful than others...), and I can tell you that good incentive programs boost motivation in a way that's impossible. Here's what works best for me:
Be careful, trap to avoid: the carrot must be big enough to motivate, but not so big as to put you in the red. Multi-brand gift cards are always a hit with providers.
Events are like salt in soup - indispensable! I program regularly:
Those moments together make a difference. Moreover, 96% of bosses will tell you that it is THE key to keeping the troops motivated.
Mon CRM, it's like my Swiss Army knife, it allows me to:
The secret? One platform that centralizes everything. That way, you track leads and commissions without having to worry.
I also created a personalized dashboard for each contributor. They can follow their performances live, just like on the stock exchange! It boosts confidence and motivation.
One thing I've learned the hard way: don't skip tool training. The more comfortable your presenters are with technology, the more successful they are.
The numbers don't lie: companies that use integrated CRMs for their suppliers see their results soar. That's why I never skimp on technology.
Do you know what wakes me up at night? The performance of my network! After years of hassle (and a few white hairs), I finally found how to manage all this effectively.
I'm not going to drown you in numbers, but here are the metrics that really matter:
I can't hide that I had a hard time at first. Now with my CRM platform, I can follow all of this with my fingers in my nose. It's like having eyeglasses after living in the blur!
To keep my contributors motivated, I set up a system with the greatest care:
Our CRM and our provider program work together like an old couple. Result? Incredible efficiency!
Each provider has their own small cockpit to follow their performance. It's like a bank account - you see everything in real time!
I don't know about you, but I hate when the numbers go down. So, I have my method to straighten things out.
First, I dissect the data like a surgeon:
Afterwards, it's action! If I see that motivation is lousy, presto, we boost the commissions. If conversions drop, express training!
Something I learned the hard way: the Feedback, it's sacred. I always ask for the opinion of my rapporteurs. It's like cooking - you have to taste to adjust the seasoning!
To be sure I'm not doing anything crazy, I use analysis tools that show me whether my programs are doing well or not.
The secret? It's like raising teens - you have to find the right balance between control and freedom. My tracking tools are there to help, not to click!
Do you know what freaks me out the most? The ladder crossing! After growing several networks (and losing a lot of sleep), I can tell you that it is a moment as exciting as it is delicate.
The companies that follow these approaches see their ROI and their conversions soar. Here is my recipe in 5 steps (tested and approved!) :
It's like making a good blanquette - you have to dose the ingredients!
Industrialization is not a sexy word, but it is what makes the difference between an organized mess and a well-oiled machine.
I start by identifying what is eating up our time:
My three-step method (like the waltz!) :
1. Standardization We square everything, like a Lego board.
2. Automation We let the robots do the dirty work:
3. Optimization We monitor, we adjust, we improve. The numbers show that it works wonders in terms of costs.
It's like raising kids - you have to find the right balance. Three things not to be missed:
I'm watching a few things closely:
A crucial thing I've learned the hard way: when things grow quickly, they can create tension. So, I organize events so that everyone gets along well.
Industrialization makes us save a lot of money. But be careful, don't become robots! The best boxes are the ones that keep the human side.
To manage all this, I use a platform that does everything:
Result? Our partners who follow this method see their turnover soar. Not bad, right?
Do you know what makes me smile? When I think back to my beginnings in bringing in business... What a long way we have come! If I had to summarize everything we saw together, I would say that you have to be methodical, but not robotic.
I'm not going to lie to you, I made a lot of mistakes at the beginning. But I have come to understand that success is based on two pillars: hand-picked partners and a solid offer. And the numbers don't lie: my most motivated contributors see their turnover increase by 30% on average!
It's like making a good meal: you need the right ingredients (the tech tools) and the right dosage (the human side). You can have the best CRM in the world, if you neglect the relationship with your suppliers, it's like putting ketchup on carbonara pasta - it will never work!
My final piece of advice? Don't chase numbers. Focus on the quality of your network first. It's like a good bottle of wine - with time and the right care, it can only get better!
Go on, it's up to you to play now. And don't forget: no stones, no palace!
