================================================================ FREELANCE DISCOVERY CALL SCRIPT Full word-for-word script with branching notes and scoring rubric SoloStack — solostack.madethis.app ================================================================ HOW TO USE THIS SCRIPT - Total runtime: 30 minutes - Time estimates are targets, not hard stops - Read it enough times that you can run it conversationally - Keep it open in a second window or printed beside you - Fill in your notes tracker row immediately after the call ================================================================ SECTION 1: ALTERNATIVE OPENERS (choose based on client source) ================================================================ OPENER A — Warm Referral -------------------------- "Thanks for making time today — I'm [your name]. [Mutual contact] mentioned you were working on [project area], so I'm glad we could connect. Quick agenda: I'll ask you some questions about the project to make sure I understand what you're working on, then we can talk scope and next steps. And I'll leave time at the end for your questions. Does that work for you?" OPENER B — Cold Inbound (they found you) ----------------------------------------- "Thanks for reaching out — I'm [your name]. I took a look at your [website / LinkedIn / the brief you sent] before we jumped on, and I have some questions I want to make sure we cover. Quick agenda for us: I'll walk through a few questions about the project, we'll talk about scope and timeline, and then I'll explain what next steps look like on my end. Sound good?" OPENER C — Agency Subcontract (they're a middleman) ----------------------------------------------------- "Thanks for looping me in — I'm [your name]. I understand you're working with [end client] on [project area] and you're looking for support on the [your specialty] side. Before we get into specifics, I want to make sure I understand the engagement structure: am I interfacing directly with the end client, or is everything going through your team? [Wait for answer.] Got it — that helps a lot. Let me ask a few questions so I can scope this correctly..." ================================================================ SECTION 2: THE FULL SCRIPT (30 minutes) ================================================================ PHASE 1: OPENING (2 minutes) ------------------------------ "Thanks for making time today — I'm [your name]. Quick agenda: I'll ask you a few questions about the project to make sure I understand what you're working on, then we'll talk scope and next steps. Feel free to ask me anything as we go, and I'll save a few minutes at the end for your questions. Sound good?" [Wait for confirmation. Then:] "Great. Let's start with the project itself." NOTE: Keep this under 90 seconds. Don't pitch. Don't give your background. The client wants to talk about their problem — let them. PHASE 2: DIAGNOSIS (10 minutes) --------------------------------- "Tell me about the project — what are you trying to accomplish?" [Let them talk. Don't interrupt. Take notes. Then follow up:] "What problem does this solve for your business — or what happens if this doesn't get done?" [Listen for urgency, business impact, cost of inaction — these drive value and eventually price. If they give a vague answer:] "Can you say more about the business impact? I want to make sure the proposal addresses the right outcome, not just the deliverable." "What's your timeline looking like? Is there a hard deadline or a preferred window?" [Probe the deadline:] "Is that deadline tied to something specific — a launch, an event, a board presentation?" "What have you tried before? Has anything worked, or not worked, in this space?" NOTE: "What have you tried before" is one of the most valuable questions on the call. It tells you: what they already know doesn't work (so you don't repeat it), how sophisticated their thinking is, and how much they've invested in solving this — a signal of seriousness. PHASE 3: SCOPE & BUDGET (8 minutes) -------------------------------------- "How big is this project in your mind — is this a focused, contained thing, or something larger and ongoing?" "Who else is involved on your end — will I be working with just you, or are there other stakeholders?" "Are you the decision-maker on this, or is someone else signing off?" [This is critical. If the answer is unclear:] "Just so I scope the proposal correctly — who needs to approve it on your end before work can start?" [Budget — use this exact framing:] "What budget have you set aside for this?" [If they're hesitant or say "I'm not sure":] "I work with clients at different price points — can you share a range so I can scope this correctly?" [If they still won't give a number, try:] "Is this more of a $2k–$5k engagement, or are you thinking larger?" [Giving them anchors often unlocks a response. If they still can't name anything, note it in your tracker — it's a risk signal.] BRANCHING NOTE — If they can't name a budget: "No problem — I'll put together a few options at different scope levels so you can see what's possible at different price points." [Then score their Fit lower and note the risk.] BRANCHING NOTE — If their budget is below your floor: "I appreciate you being upfront about that. That's below where I typically work for a project of this scope — I wouldn't be able to deliver what you're describing at that level. Would it be worth talking about a narrower version of the project that might fit within that range?" PHASE 4: QUALIFYING (5 minutes) --------------------------------- "How did you hear about me — what made you reach out?" [Source tells you a lot: referral = warm and motivated, cold inbound from a search = more likely to shop around, LinkedIn connection = may need more trust-building] "What does a successful outcome look like — how would you know this project worked?" [Get specific. Vague answers like "it just works better" need follow-up:] "Is there a metric or a specific outcome you'd point to in 90 days and say 'yes, that's success'?" "Is there anything that would make you NOT move forward with this project?" [This is the reverse risk technique. It surfaces hidden objections before they become deal-killers. Most clients with real objections will tell you here, on the call, where you can address them.] BRANCHING NOTE — Common hidden objections and responses: "We need budget approval first." → "Understood — what's the approval timeline, and would it help to have a proposal in hand before you go to the decision-maker?" "We're talking to a few other freelancers." → "That makes sense — I'd expect that. I'll make sure the proposal is specific enough that you can compare apples to apples." "We're not sure of the exact scope yet." → "I can scope it two ways — a defined project and a discovery phase that helps you nail down the scope before we commit to the full thing. Would either of those work?" PHASE 5: CLOSING (5 minutes) ------------------------------ "Based on everything you've shared, here's what I'm thinking for next steps: I'll put together a proposal that covers [brief scope recap]. I'll have that to you by [specific date — within 48 hours]. Before I do — is there anything you'd want me to include that we haven't covered yet?" [Let them answer. This often surfaces the most important thing they forgot to mention.] "Perfect. I'll follow up with the proposal by [date]. What's the best email to send it to — is this one, or a different address?" [Confirm contact details, then:] "And what's your decision-making timeline — when are you hoping to move forward if the proposal looks right?" [This tells you whether to follow up in 3 days or 3 weeks.] "Great. Looking forward to it — talk soon." ================================================================ SECTION 3: POST-CALL SCORING RUBRIC ================================================================ Score the call 1–10 on each dimension immediately after hanging up. DIMENSION 1: BUDGET CLARITY 10 = Exact number confirmed and approved 7 = Range given, budget exists but needs approval 5 = Vague range ("somewhere around $X") 3 = Wouldn't give any range, budget unknown 1 = Budget question dodged entirely Your score: ___ DIMENSION 2: TIMELINE CLARITY 10 = Hard deadline with a specific date, tied to a real event 7 = Preferred window, some urgency 5 = "Sometime this quarter" — loose 3 = "Whenever you can get to it" — no urgency 1 = Timeline entirely unclear Your score: ___ DIMENSION 3: FIT SCORE (project + client) 10 = Ideal scope, clear goals, professional communication style 7 = Good fit, minor misalignments 5 = Some concerns — unclear scope, borderline budget, multiple stakeholders 3 = Red flags — communication style, vague scope, budget well below floor 1 = Strong disqualify signals Your score: ___ DIMENSION 4: LIKELIHOOD TO CLOSE 10 = Decision-maker on the call, budget confirmed, clear next step 7 = Interested and moving, one step removed from decision 5 = Interested but unclear decision process or timeline 3 = Shopping around, budget unknown, decision-maker not on call 1 = Unlikely to close — wrong fit, no budget, or just gathering quotes Your score: ___ TOTAL SCORE: ___ / 40 36–40: Hot lead. Prioritize this proposal. Send within 24 hours. 28–35: Warm lead. Send proposal within 48 hours. 20–27: Lukewarm. Qualify further via email before investing in full proposal. Below 20: Low priority. Consider a one-page scope summary before a full proposal. ================================================================ QUICK REFERENCE: DISQUALIFY SIGNALS ================================================================ Stop (or slow down significantly) if: [ ] They can't name a decision-maker after two attempts [ ] They have no budget and no approval timeline [ ] They've already gone through 2+ freelancers on this same project [ ] Their timeline is "ASAP" but their budget is below market rate [ ] They get evasive when you ask what success looks like ================================================================ Download more free freelance resources at: solostack.madethis.app/resources ================================================================