================================================================ FREELANCE DISCOVERY CALL QUESTIONS BANK 50 questions + call tracker + disqualification checklist SoloStack — solostack.madethis.app ================================================================ HOW TO USE THIS BANK - Must Ask = every call, regardless of project type - Optional = use when relevant to the specific project - Red Flag Detector = the answer reveals a lot about the client - Never Ask = avoid these entirely on a first call ================================================================ PART 1: THE 30 CORE QUESTIONS (from the guide) ================================================================ --- PROJECT SCOPE --- [Must Ask] What are the core deliverables you need from this project? [Must Ask] What does out-of-scope look like for this engagement? [Must Ask] Are there any existing assets, brand guidelines, or tools I'd need to work within? [Optional] How many rounds of revisions do you typically expect on a project like this? [Optional] Is there a phase 2 or ongoing component after the initial project? [Red Flag] Have you worked with a freelancer on something like this before? --- TIMELINE & URGENCY --- [Must Ask] What's your target completion date? [Must Ask] Is there a hard deadline tied to an event, launch, or business milestone? [Must Ask] When are you hoping to kick off? [Optional] How quickly can you provide feedback on drafts? [Optional] Are there any blackout dates or periods where you'll be unavailable? [Red Flag] What happens if this project doesn't get done by the deadline? --- BUDGET & RESOURCES --- [Must Ask] What budget have you set aside for this project? [Must Ask] Are you comparing proposals from multiple freelancers? [Red Flag] Is the budget approved, or does it need sign-off from someone else? [Optional] Are there tools or subscriptions I'd need that your company would cover? [Optional] Do you have an internal team that would support this, or would I be working independently? [Red Flag] Has budget for this been allocated in your current fiscal year? --- FIT & PROCESS --- [Must Ask] Who is the main point of contact I'd be working with day-to-day? [Must Ask] Who needs to approve the final deliverable? [Optional] How do you prefer to communicate — Slack, email, video calls? [Must Ask] What would make you NOT move forward with this project? [Red Flag] What's worked well (or not worked well) with freelancers you've hired before? [Optional] How did you hear about me? --- CLOSING --- [Must Ask] What does success look like for this project in 90 days? [Must Ask] Is there anything we haven't covered that you'd want in the proposal? [Must Ask] What's the decision-making timeline — when are you planning to move forward? [Red Flag] Are there any other stakeholders who would need to weigh in before you say yes? [Optional] What's the best way to reach you if I have follow-up questions while writing the proposal? [Optional] If the proposal looks good, what does the approval process look like on your end? ================================================================ PART 2: 20 BONUS QUESTIONS (organized by call phase) ================================================================ --- BONUS: OPENING / CONTEXT --- 1. What made you decide to look for outside help on this now — versus handling it internally? 2. How long has this project been on your radar? 3. Have you worked with freelancers before, or is this your first time? 4. What prompted you to reach out to me specifically — was it a referral, you found me through search, or something else? 5. What does your process look like for evaluating freelancers — is it mostly portfolio-based, or is this call a big part of it? --- BONUS: DIAGNOSIS / DEEPER SCOPE --- 6. Who is the end user or audience for this deliverable? 7. What's the biggest risk if this project doesn't go well? 8. Is there an internal champion for this project, or is it still building internal support? 9. What constraints am I working within — brand, legal, technical, platform-specific? 10. If you had to pick the one thing that absolutely has to be right with this project, what would it be? --- BONUS: BUDGET & DECISION --- 11. Who else will be reviewing the proposal before a decision is made? 12. Is this a one-time project or potentially the start of an ongoing relationship? 13. Do you have existing freelancers or agencies on retainer that I might be working alongside? 14. Is there flexibility in the scope if the budget and full scope don't align? 15. What's the process for approving invoices and making payments on your end? --- BONUS: QUALIFYING & CLOSING --- 16. What would make you feel confident saying yes to a proposal without needing a follow-up call? 17. If everything goes perfectly — what does the end result look like? 18. Is there anything about how you've described this project that you'd change now that we've talked through it? 19. On a scale of 1–10, how urgent is this — does it need to happen this month, or is there some flexibility? 20. What would a "bad fit" freelancer look like for this project — what should I make sure I'm not? ================================================================ PART 3: 5 QUESTIONS YOU SHOULD NEVER ASK ================================================================ These damage your positioning or the client relationship. Avoid them entirely on a first call. 1. "How much can you pay?" WHY NOT: Puts the client in control of your rate. You set your price based on scope and value — not based on what they're willing to give. Use instead: "What budget have you set aside for this?" 2. "Are you serious about this project?" WHY NOT: Condescending and off-putting. If you're uncertain, probe timeline and decision-making process instead. Use instead: "What's your timeline for moving forward?" 3. "Why haven't you hired someone yet?" WHY NOT: Implies judgment about their process. It can also open a conversation you don't want to be in. Use instead: "What made you decide to look for outside help now?" 4. "Can you tell me more about your company?" WHY NOT: You should have researched this before the call. Asking shows you didn't prepare. It signals that you treat all calls the same, which undermines your positioning as a specialist. Research their website, LinkedIn, and any recent news before every call. 5. "What do you think I should charge for this?" WHY NOT: Never. You are the expert. Asking a client to set your rates destroys your authority and positioning instantly. Even framing it as "what would feel reasonable to you" is a version of this mistake. Your rates are yours. Know them before the call, state them confidently. ================================================================ PART 4: PRINTABLE CALL TRACKER TEMPLATE ================================================================ Copy this into a spreadsheet. Create one row per prospect. | FIELD | NOTES | |-----------------|------------------------------------------------| | Client Name | | | Company | | | Lead Source | (Referral / Cold inbound / LinkedIn / Other) | | Call Date | | | Project Type | | | Budget Range | (Confirmed / Unconfirmed / Declined to share) | | Timeline | (Hard deadline / Preferred window / Flexible) | | Decision-Maker | (On call / Someone else — name them) | | Fit Score | (1–5: 5 = great fit, 1 = serious red flags) | | Next Step | (Send proposal by [date] / Follow up in X days)| | Proposal Sent? | (Y / N / Date sent) | | Outcome | (Won / Lost / Ghosted / In progress) | | Notes | | WEEKLY REVIEW RITUAL: - Every Friday: review all open rows - Anyone with "next step" overdue: follow up today - Anyone with proposal sent 7+ days ago and no response: send one-line check-in - Anyone won this week: set up onboarding and start the client file ================================================================ PART 5: DISQUALIFICATION CHECKLIST ================================================================ Stop and reassess if you check 2 or more of these: [ ] They can't name a decision-maker after you ask twice. What it means: You may be talking to someone who can't say yes. Your proposal will get buried internally. [ ] They have no budget range and no approval timeline. What it means: Either the project isn't funded, or you don't have the right person on the call. A funded project always has a budget attached. [ ] They've worked through 2 or more freelancers on this same project. What it means: There may be a scope problem, a communication problem, or a client who's impossible to satisfy. Ask what happened with the previous freelancers before you commit. [ ] Their timeline is "as soon as possible" but their budget is below your floor. What it means: High urgency + low budget = a project that will cost you more than it pays. The urgency premium should raise the price, not lower your rate floor. [ ] They won't define what success looks like. What it means: Clients who can't describe the outcome they want often move the goalposts during the project. Without a clear definition of success, revisions are infinite. WHAT TO DO WHEN YOU DISQUALIFY: - Don't ghost. Send a short, professional note. - You can be direct: "Based on our conversation, I don't think I'm the right fit for this project — here's why and here's what I'd suggest instead." - Keep the door open. "If the scope changes or the timeline shifts, I'd be happy to revisit." ================================================================ Download more free freelance resources at: solostack.madethis.app/resources ================================================================