4min
Module 1: The Freelance Mindset
Module 2: Defining Your Service and Niche
Module 3: Building Your Freelance Foundation
Module 4: Finding and Pitching to Your First Client
Module 5: Project Management and Client Relations
Final Lesson & Assessment
Learn How to Get Started as a Freelancer
13 / 18 Lessons
Content
The discovery call, or initial client call, is your opportunity to build a relationship and determine if a project is a good fit for both you and the client. The goal of this call is not to get hired, but to understand the client's needs and showcase your expertise as a problem-solver.
1. The Discovery Call Agenda
A successful discovery call follows a simple, structured agenda. It should be a conversation, not a monologue, with you guiding the client through their needs.
The Introduction (1-2 minutes): Start with a friendly introduction. Thank them for their time and briefly state the purpose of the call.
The Client's Story (10-15 minutes): This is the most important part of the call. Let the client do most of the talking. Ask open-ended questions to understand their business, their goals, and their challenges.
Your Solution (5 minutes): After listening, briefly explain how your services can help them achieve their goals. Connect your skills and portfolio directly to the challenges they've just described.
Navigating Negotiations (as needed): This is where the conversation about budget and rates often comes up. Be prepared to talk about your value, not just your price.
Next Steps (2-3 minutes): Clearly outline what will happen after the call. This might be sending a proposal, a contract, or scheduling a follow-up call.
2. 10 Questions You can Ask on a Discovery Call
Use these questions to guide your conversation and gather all the information you need.
"Tell me a bit about your business and what you're hoping to achieve."
"What's the biggest challenge you're facing right now with [specific problem]?"
"What have you tried in the past to solve this, and what were the results?"
"What does a successful outcome or end result look like to you?"
"Do you have a specific budget in mind for this project?"
"What is your timeline for getting this project started and completed?"
"Who is the main point of contact I'll be working with?"
"What's your biggest concern about working with a freelancer for this project?"
"How do you currently measure success for this area of your business?"
"Are there any other stakeholders who need to be involved in this decision?"
3. Navigating Negotiations
Negotiation is not a fight; it’s a professional discussion about value. Here's what to remember:
Be Confident in Your Rate
Your rate is a reflection of your value. If the client brings up budget, confidently state your price and connect it to the benefits you just discussed.
Listen More Than You Talk
If they express concern about the price, listen to their reasons. They may have a valid budget constraint, and you can then offer to adjust the scope of work to fit their budget.
Know Your 'Walk-Away' Point
Know the minimum you’re willing to accept and be clear about it. If they can’t meet that point, it’s fine to decline politely and move on to better opportunities.
4. What to Do When the Call Is Over
The call doesn't end the process. Follow these steps to keep the momentum going:
Send a Follow-Up Email
Within an hour, send a polite thank-you email. Summarize your understanding of the project, and restate the agreed next steps.
Craft Your Proposal
Use your notes from the call to prepare a clear proposal. Finalize the scope of work, timeline, and pricing so they have everything in writing.
Set a Reminder
Add a calendar reminder to follow up in a few days if you haven’t heard back, keeping the conversation moving forward.
Congratulations! You've just completed Module 4: Finding and Pitching to Your First Client. This module was all about moving from preparation to action. You've learned how to find leads, craft a compelling pitch, leverage your network, and confidently handle a client call. You now have all the tools you need to land your very first client and begin your freelance career.
This is a major milestone, but a successful freelance career is about more than just finding clients. It's about building a sustainable business. A logical first step after landing a client is to get the project started on the right foot. We can begin with a lesson on how to set clear expectations and professionally onboard your first client.