Welcome back to another WWYD Wednesday!
Today, we’re diving into a referral partner scenario that stopped me in my tracks. Usually, the “referral dance” is pretty standard: you scratch my back, I scratch yours, and everyone gets paid when the deal crosses the finish line.
But then, we heard this one…
The Scenario: “The Meter is Running”
Imagine you’re a salesperson. You meet a potential new referral partner who seems to have a great network. You’re ready to talk shop, but then they drop a bombshell:
They want to be paid for introductions only. Yes, you read that right. Not for a closed deal. Not for a signed contract. They want to be compensated for their time and the connection itself—regardless of whether that prospect ever spends a single dime with you.
The Counter-Offer
The salesperson in this story kept it professional. They laid out the standard operating procedure:
- A one-time upfront finders fee paid only after the deal is signed and installed.
- OR a 5–10% residual split for the life of the account.
The referral partner’s response? They weren’t interested. They felt their “Rolodex” and the act of opening the door was a service that deserved immediate payment, no matter the outcome.
Why This is Tricky
On one hand, a high-level introduction to a “whale” client is incredibly valuable. It can save months of cold calling. On the other hand, paying for intros creates a massive risk for the salesperson:
- Quality Control: What’s to stop the partner from introducing you to everyone in their contact list just to collect fees?
- The “Pay-to-Play” Risk: You could spend your entire marketing budget on intros that go nowhere.
- Alignment: Usually, referral partners are successful because they have “skin in the game.” If they only get paid on a win, they make sure the lead is actually a good fit.
WHAT WOULD YOU DO?
We want to hear from the experts (that’s you!). If a partner approached you with these terms, how would you handle it?
- A) Walk Away. If they don’t believe in the quality of their lead enough to wait for the closing, it’s not a real partnership.
- B) Offer a “Micro-Fee.” Maybe pay a tiny “meeting fee” ($25-$50) but keep the big payout for the closed deal?
- C) Educate Them. Try to explain the industry standards again and show them how much more they could make on a residual split.
- D) Take the Risk. If the partner is influential enough, is a “door-opening fee” just the cost of doing high-level business?
Sound off in the comments! Have you ever paid for just an introduction, or is it “No Deal, No Dollars” in your book?
Happy Selling,
David
Payment Lynx Daily 