This article was designed to help freelancers, especially freelancers in the digital sector, to understand what business is and what financial benefits (but not only that) they can derive.
Our aim is to provide you with all the information you need to overcome common fears and hesitations and enable you to monetize your recommendations confidently and effectively. You will learn to formalize your business contributions, to understand the legal aspects and to use digital tools to simplify your process.
Business investment represents a significant opportunity for additional income for freelancers and solopreneurs. Did you know that to date, France has 1.3 million self-employed workers and that among them, 300,000 work in the digital sector?
A survey conducted by affaires.io among 200 freelancers shows that a third of them are overwhelmed with missions and cannot handle them. Very often, they entrust this business to their network for free. Our study taught us that the turnover amounts of missions entrusted from freelance to freelance are 5 years on average with a turnover for the recipient of the case ranging from 2,000€ to 5,000€. That is, between €200 and €500 in commissions for each case (the minimum percentage generally requested being 10%).
Thus, it is around 1,000 to 2,500€ in additional turnover to be recovered very easily by business providers. This money can be used to finance computer equipment, software licenses, software licenses, your salary, etc. Delivered nationally (1 third of 300,000 freelancers), the shortfall is between €100M and €250M/year. And that, just about digital... To find out more, you can read our article which deals with the topic of diversifying the income of freelancers.
Despite all this, many freelancers are hesitant to take the plunge, often due to a lack of knowledge or a certain modesty to ask for remuneration for the business they bring.
The question may seem silly and the answer simplistic but here is our definition: A business provider is precisely between:
The business provider is therefore the one who will help solve the end customer's needs thanks to the skills of his network.
In no case should a business provider be considered only as a “pass through”, quite the opposite!
The business provider generates value, both for the professional to whom he provides a solution to his problem, but also for the professional contact he will position!
In exchange for this connection, the business provider receives A commission which will be negotiated prior to the collaboration.
For example, if a company is looking for a developer and you know a competent profile, you can connect them and receive a commission from the developer for this recommendation.
You have already heard about great commercial successes with incredible gains, but all this seems a bit nebulous, even incompatible with your vision of life.
Here's what you're probably thinking when you come to this article:
You think that this is not for you, because you do not feel comfortable with this story of asking for a financial reward for a connection. Because after all, you didn't do anything, right? You did not do the work so it would be inappropriate to ask for a commission.
And above all, what are we going to think of you?
So to answer these first psychological obstacles, let me give you a very simple analogy. Imagine that, at a party at home, you introduce two of your friends to each other who did not know each other before arriving at your house.
Two hypotheses:
1- The current does not pass more than that, the understanding will remain cordial, but they will not see each other again.
2- It's a real match between the two and they become friends. Even better, they end up falling in love, spending the best years of their lives together, starting a family, etc.
In their heads, they will have eternal gratitude for you, because you will have been the spark that ignited the fire in their little hearts. #poete #putaincestbeau
Well, in business, it's the same! Don't underestimate the power of your actions.
Yes, in absolute terms, you are only putting two professionals in contact, but you are far from imagining the consequences that this will lead to.
Because here again, two hypotheses:
1- The end customer does not choose your professional contact for his mission because the profile does not match
2- It's a match, your contact takes on the mission and makes some turnover. But he has also won a new customer who may use him again later. Indeed, he may recommend it to other of these professional contacts.
In the end, it is not a few thousand euros in turnover that you will allow it to generate, but undoubtedly much, much more! You will have created a real professional relationship for your contact that he will be able to make fruitful for years. I invite you to watch This video that deals with the subject.
Another example to deconstruct preconceived ideas, this time in a context that you have certainly already known: Have you ever been chased out by a specialized recruitment firm?
A recruiter contacts you to find out if you are “listening to the market”. You are working for your employer and he will offer you an appointment to talk to you about a professional opportunity. You go to the appointment and your profile pleases the recruiter who will discuss it with his client, your potential future employer.
And now, bingo, it's a match! The recruitment firm's client has a new talent in his team and the recruiter has taken 10k in commissions! Doesn't that shock you? However, it did exactly what it exists for. It connected two people who are going to work together.
For now, it's going to be very simple here. All you have to do is put yourself in the shoes of the person to whom you are offering the lead.
Imagine that you receive a call from one of your professional contacts who asks you to find out more about your skills, because one of his customers has a need and you can answer it since you have all my necessary skills and it is perfectly in your field of action. Your contact is calling you, you, because YOU are potentially the right person.
After a brief discussion, you will quickly understand that you are being offered a deal on a set and that you will not only be busy for a few days, even a few weeks, but above all, you will earn money!
Now imagine that after your calculations, this new business will weigh in the €10k in turnover. And your contact tells you, “On this project, I am positioning myself as a business provider, I am offering you a 10% commission on your income.” So what he's saying to you is: “To win €9,000, you have to pay me €1,000.” You don't have to leave Saint-Cyr to immediately understand that the benefit/investment ratio is very interesting. I don't know about you, but if I'm allowed to make x9 in earnings versus my expenses, I take the plunge without the least hesitation!
Another important point is that it is safe for you! If you don't win the mission, you don't pay commissions. No stones, no palace. No palace... no palace!
Business input, for those who receive it, is a growth driver with pure and lasting performance. You only pay if you win. So who in their right mind would refuse to seize an opportunity as soon as the financial risk is zero?
Concrete examples and testimonies
To help you, I am sharing some user testimonies. You will discover their profiles and the actions they have put in place.
Angélique, Digital Marketing Consultant
Profile: Angélique has been a digital marketing consultant for 5 years. She has an extensive network of contacts in the field of marketing and communication.
Strategy: Angélique has always hesitated to ask for commissions for the business she brought. She decided to change her approach by following these steps:
Preparation: Angélique has prepared a clear argument explaining the value she brings by connecting potential customers with trusted service providers.
Direct and professional approach: During her discussions, Angélique mentioned from the beginning that she offers a business delivery service and that a commission is included in this service. She explains that this commission guarantees professional follow-up and commitment on her part so that the collaboration succeeds and runs smoothly.
Use of a standard contract: Angélique uses affaires.io to formalize her business contributions. This clarifies the expectations and responsibilities of each party.
Angélique's testimony:
When I contact one of my relationships with whom I used to send business without asking for anything in return, I say it this way:
“Hi X, today I have a lot to do for you. It is a very nice company that is looking for a profile like yours. I have several contacts with similar skills, but I am offering you this opportunity first, because in view of our past collaborations, I think you will accept that we do things differently this time” and I continue by explaining that I am positioning myself as a business provider and that I am asking for a commission of x%. The main reason for this request is that I am the one who can influence the client so that he wins the case and that I will closely monitor the collaboration. If necessary, I remind my contact that thanks to me, he is winning a client and that he will most likely have other cases that will follow.
There are several small subtleties in my speech. When I say:” I have several contacts with similar skills.” , I let him understand that the opportunity could be for him or her, but that it could also be for someone else. And when I add:” in view of our past collaborations, I think you will accept that we do things differently this time” I kindly remind him that I have already sent him a lot of business without ever asking anything and that I have received nothing in return. Hence my need to do things differently.
By making it clear from the start that I am asking for a commission, I have avoided a lot of misunderstandings. My contacts appreciate the transparency and professionalism that this brings. By using the business provider contract generated by affaires.io, everything is clear and formalized, making the process much simpler and more professional.
Jeremy, Freelance Web Developer
Profile: Jérémy is a freelance web developer specializing in mobile applications. He collaborates regularly with designers and UX/UI specialists.
Strategy: Jeremy found it difficult to ask for commissions, fearing that it would damage his professional relationships. He adopted a new strategy to overcome this hesitation:
Highlighting its change of direction: Jérémy tested the waters with his professional contacts by mentioning in his email signature that he uses affaires.io for his commercial development. After a while, his contacts came to ask him questions about the subject.
Transparent communication: His professional contacts are now fully informed about how he works and know what to expect when he contacts them for a professional opportunity.
Jeremy's testimony:
“I added a tagline under my email signature: “I am developing my business thanks to affaires.io. And you? ” It's stupid, but it stunned people and sparked a lot of discussion in my network. I was a bit freaked out about their reaction. Am I going to pass for a rat? And in fact, I realized that not at all! Rather, people were speaking the opposite of what I feared. They told me that sharing their income with me, which had allowed them to make money without prospecting, was fair and consistent.
It even made us laugh to imagine the reaction of someone who would be totally focused on the subject! “What?? Do you take commissions when you do nothing?? ” Well if my guy, I bring you a customer on a platter, I give you all the information that will allow you to make the most accurate proposal in relation to the client's context, I praise your abilities to the customer by telling him that YOU are the right person to help you sign the deal. You will make X thousands of € in turnover thanks to me and I am only asking you for a very small part in thanks. If you don't like it, I have other contacts!”
Sophie, Graphic Designer
Profile: Sophie is a freelance graphic designer with a strong presence on social networks, where she regularly shares her creations and experiences.
Strategy: Sophie wanted to monetize the recommendations she was constantly making to other freelancers and agencies, but she didn't know how to approach the commission issue. Here's how she did it:
Use of social networks: Sophie has created a new position on LinkedIn as a business provider in addition to the one she already holds as a Graphic Designer.
Sophie's testimony:
“I remember very well the day I created my new position on LinkedIn: “I am pleased to announce that I am now a business contributor” The reaction from my network was immediate! I received dozens of messages from people asking me what was going on. “So you're no longer a graphic designer? ” Oh yes, I still am, but I now have so much network that I can let my contacts benefit from my network by sending them new business in exchange for a small financial compensation. The reactions were all very positive, many of my contacts came forward to remind me of their fields of expertise and to tell me that they were very interested. Many did not know affaires.io and asked me how I did it, because for them “business input = hassles! ” When I explained to them how it works, they were all pleasantly surprised at how easy it was to operate. You can't imagine all the lunch invitations I've received! Fun fact: I even received files following this LinkedIn post! Like what, it works both ways!
Now that you are reassured about the merits of the approach, the perception and the benefits of the contribution of paid business, let's move on to the slightly more regulatory part.
Many people say they are reluctant to enter into a contract for several reasons:
As for the first three points, if you do it the old-fashioned way, I agree with you (unless you do it with affaires.io, it's ultra-simple! #autopromo) as much for trust, when money is at stake, NO! It is essential to draw up a business provider contract.
Go for a walk in a commercial court (yes, I know, there are more fun ways out)! This will give you an overview of the number of disputes over outstanding commissions. And in any case, who says no contract = no recourse possible!
So, yes, you can get along well with someone for years and everything will always have gone well, but it only takes once. Once there has been a misunderstanding between you, once an external event means that you will not be paid. And unfortunately, it will be the time when you only have your eyes to cry, because you won't be able to assert your rights in commercial court.
The business provider contract provides a precise legal framework and indicates the commitments of each. This document is used to protect you, the business provider, but also your professional contact! Because in this contract, clauses are stipulated which, for example, exempt the customs from paying you your commissions in the event that he himself has not been paid by the end customer. You will easily understand that your contact can only pay you based on what they actually received.
On the other hand, another clause in this contract protects you, the business provider. It states that in case of doubt about the receipts of your contact (in the event that he claims to have lost a file and owes you nothing, for example, when you know very well that he won the case...) you have the right to conduct an accounting audit to examine his accounts. Thus, the potential collections of your contact would be revealed and you can, at your choice, agree to recover your due or start a procedure.
In addition, on this subject, I strongly advise you to avoid including Resale rights in your business contracts. This will complicate things, especially in terms of monitoring your affairs. In addition, this may cause your contact pro to twist, who will then really have the impression of working for you.
Some people I interviewed during my market research revealed to me that they had already set up a single business contract between them and their professional contacts. By a single contract, I mean a real contract like the ones offered by affaires.io, but which, on the other hand, does not concern a particular business, but a multitude of hypothetical future deals over an indefinite period of time. So businesses that do not yet exist and for which you do not know, neither the customer, nor the nature of the need, nor the billable amount... So a contract that offers a commission rate of X% based on wind.
The problem with this type of contract is precisely its “fixed” nature. The commission rate requested may be fair for some cases, but not necessarily for all cases. In some cases, your professional contact will have to cut back on their margin and your commission will eat up their profits. And so that's when you're going to start falling into “special cases.”
Your professional contact will ask you if “exceptionally” for this case, he could not give you a smaller share. You will say ok, and then the next time, you will want to go back to the usual rate, except that he will stay in the idea that it was less, and so on... so misunderstanding and doubt will set in between you and the business relationship will become complicated and then finally end.
You have overcome your psychological obstacles, you are convinced to ask for remuneration, you have admitted that it is necessary to go through a business provider contract. So you will have to get into action. Here are the steps to follow if you want to do without our solution:
1/ Search for a business development contract on Google:
2/ Adapt the contract found on Google
3/ Send the contract to its recipient
4/ Make potential corrections and return
5/ Relaunch the recipient, because there was no news
6/ Check the contract received. Is everything ok?
7/ Send the end customer's contact details to the contract recipient
8/ Business won or lost? No news. Relaunch the recipient
9/ Victory! Business won! But we will have to follow that closely...
10/ Follow-up to the case: Step 1 “So, is it going well?”
11/ Follow-up to the case: Step 2 “So are you done?”
12/ Follow-up of the case: Step 3 “So, did you bill?”
13/ Retrieve the invoice to calculate the commissions
14/ Edit your invoice and send it to the recipient
15/ Relaunch, because payment not received
Summary: 15 steps and a half hours lost, but if you do everything right, you will have completed your first business transaction and received your commissions. It was a long time, it took you a lot of time at the expense of your production time and it will have added mental load.
Note that you can also use a law firm to draft a business provider contract, but as you can imagine, it will not be free. Far from it. And that's normal, because after all, it's still a bit their job.
Attention, the method that will follow is officially sponsored by us...
After registering on the platform, only 2 steps await you:
1/ You understand the business you want to propose.
2/ You press the send button.
And it's over. We take care of the rest for you!
Let me explain to you:
After having seized your business in our opportunity creation process, we will generate for you on the fly a real business provider contract with all the clauses that go well. To get it right, we had this contract drawn up by a law firm specialized in business law.
Once generated, you can sign it electronically and we send it by email to the recipient of your case. In the email, he will find the description of your business (you entered it yourself) but not the name of the end customer until he signs the contract.
Once the contract has been signed, you will receive a notification.
We manage all the next steps for you. We sequenced a series of automatic emails to your professional contact. We are the ones who are questioning him for you:
Did he win or lose the case? Did he start the mission Did he complete the mission and bill the customer? How much did he charge (and he is asked to send you his bill to prove his turnover), was he paid?
You will be notified at each stage change. This will allow you to know exactly where you are without having to worry about it.
We will even suggest that you generate the invoice for your commissions for you. However, you still have the option of invoicing yourself and submitting your own invoice in your space. And we take care of getting it to the recipient.
You haven't received your commissions yet? No problem, press the “Relaunch” button and we'll take care of it for you!
There it is, affaires.io saves time and money, eliminates mental load and discomfort while allowing you to focus on your core business.
Clara, Sustainable strategy consultant, 34 years old, Nantes.
Average number of cases sent over 1 year : 7 cases.
No. of business won: 6 cases (86%).
Average revenue per business: €700.
Total revenue over 12 months: €4,200.
What she did with her earnings: Clara used her earnings to get additional certification in sustainable project management. She also organized free workshops to raise awareness among local small businesses about sustainable practices, thus strengthening her image as a committed specialist and expanding her network.
Story: Clara often had contacts interested in sustainable solutions, but she had never dared to take the plunge and ask for a commission for her recommendations. By structuring her business contributions with a clear contract and by explaining the added value of her services, she was able to obtain fair remuneration. This allowed her to invest in her professional development and to contribute actively to the community.
Hugo, Blockchain developer, 28 years old, Lille.
Average number of cases sent over 1 year : 5 cases.
No. of business won : 5 cases (100%).
Average revenue per business : €1,000.
Total revenue over 12 months : €5,000.
What he did with his earnings: Hugo used his earnings to participate in international blockchain conferences, which allowed him to stay at the forefront of his field and meet other experts. He also invested in mining equipment to experiment with new technologies.
Story: Hugo had numerous opportunities in the blockchain sector but had never formalized his recommendations. By taking a more professional approach with contracts and transparent communication, he was able to generate additional revenue. These gains were reinvested in his professional and technical development, increasing his credibility and skills.
Lea, Legal translator, 37 years old, living in Marseille.
Average number of cases sent over 1 year : 9 cases.
No. of business won : 8 cases (89%).
Average revenue per business : €650.
Total revenue over 12 months : €5,200.
What she did with her earnings: Léa invested her earnings in high-quality computer-assisted translation (CAT) software, which greatly increased her efficiency. She has also participated in international law workshops to broaden her expertise.
Story: Léa often recommended other translators and legal experts, but did not think about asking for a commission. By structuring her recommendations with contracts and by explaining the value of her network, she was able to obtain remuneration for her contributions. These gains were used to improve its work tools and expertise, allowing it to better serve its customers and stand out on the market.
We are coming to the end of this guide where we have explored together the different facets of bringing in business and how this practice can really boost your self-employed business. Here is a quick summary of the essential points and some practical tips to get you started.
With all this, you are armed to make the most of your business contributions and contribute to a dynamic professional ecosystem. We hope this guide has given you the tools and confidence to take the plunge and monetize your recommendations successfully. Good luck in your business venture!
