8d (edited) • Strategy Questions
Before Your First Discovery Call — Read This
You landed a discovery call. Someone said yes to learning more about what you offer.
That's huge. Seriously, take a second to acknowledge that.
Now here's where most new freelancers get it wrong: they show up to the call ready to pitch. Ready to prove themselves. Ready to convince.
And that energy kills the call before it starts.
A discovery call is not a sales pitch. It's a conversation to find out if you're the right fit for each other. That shift alone will change how every call feels — for you and for them.
🎯 BEFORE THE CALL
Know the answer to these three things before you dial in:
- What problem do I solve and who do I solve it for?
- What's my starting rate or package?
- What does a yes look like at the end of this call — a follow-up, a proposal, or a start date?
If you can't answer all three, spend 10 minutes getting clear before you get on. Confidence on a discovery call isn't about personality. It's about preparation.
🗣️ ON THE CALL
Lead with questions, not your resume. The goal of the first half of the call is to understand their situation — not to talk about yourself.
Try these:
👉 "What's been your biggest challenge with [the thing you help with] lately?"
👉 "What have you already tried? What worked and what didn't?"
👉 "What would success look like for you in the next 90 days?"
Let them talk. The more they talk, the more you learn — and the easier it becomes to show them exactly how you help.
💰 TALKING ABOUT PRICE
This is where most new freelancers go quiet. Don't.
When price comes up, say it clearly and without apologizing for it. You can say: "My starting rate for this is [X]. That includes [what's covered]. Does that work within what you're looking to invest?"
Then stop talking. Let them respond. Silence after a price is not rejection — it's thinking.
✅ CLOSING THE CALL
Don't leave without a clear next step. Before you hang up, say:
"Based on what you've shared, I think I can definitely help with [specific thing]. Here's what I'd suggest as a next step... [proposal / follow-up call / start date]. Does that work for you?"
No next step means the call dies in their inbox. Always close with a specific action, not a "I'll send something over and let you know."
The best discovery calls don't feel like interviews. They feel like two people figuring out if they can solve a problem together. That's it.
You already have the skill. You already have the offer. Now you just have to show up and have the conversation.
👇 Have you had a discovery call yet? How did it go? If you're still waiting to book your first one, tell me where you're stuck. Let's figure it out together. Drop a comment.👇
📚 Heads up — if you haven't been inside the Classroom yet, start with the Ah-Ha Moment Challenge and the Freelance Jumpstart Bundle before your next outreach. You want to be crystal clear on your offer before that call happens. The clearer you are going in, the more confident you'll sound. Both are waiting for you in the Classroom. 💪
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Before Your First Discovery Call — Read This
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