Free worksheet · Outbound
Discovery Call Script & Scoring Sheet
Fifteen questions to ask on a sales call, plus a lead scoring sheet, so you stop forgetting to ask about budget, timeline and who decides.
What this is
A three-page printable worksheet for freelancer sales calls. Page 1 has 15 questions grouped by the phase of the call, page 2 is a notes template, and page 3 is a scoring sheet that helps you decide whether the prospect is worth pursuing.
The 15 questions
Opening (2 min)
- What prompted you to reach out / take this call?
- What have you tried so far — and what happened?
Situation (5 min)
- What does your business do, and who is your ideal customer?
- What marketing are you currently doing — in-house, agency, or nothing?
- What’s working? What’s not?
Goals (5 min)
- What does success look like in 6 months?
- What is the one metric that matters most to your business right now?
- Is there a hard deadline driving this? (Launch, funding, seasonal peak)
Qualification (5 min)
- What budget range are you working with for this?
- Who else is involved in this decision?
- What’s your timeline for getting started?
- Have you spoken to other freelancers or agencies about this?
Fit check (3 min)
- Is there anything specific you’re looking for in the person/team you hire?
- What would make you say no to working together?
- What questions do you have for me?
Lead scoring sheet
Score each dimension 1–5 after the call:
| Dimension | 1 (Low) | 5 (High) |
|---|---|---|
| Budget fit | No budget / unrealistic | Clear budget, matches your rates |
| Timeline | “Someday” | “This month” |
| Decision maker | Talking to an intern | Talking to the founder/CMO |
| Problem clarity | Vague, exploring | Specific problem, ready to solve |
| Chemistry | Difficult communication | Easy rapport, aligned values |
Total 20+ → Send proposal within 24 hours Total 14–19 → Follow up, clarify gaps Total under 14 → Politely decline or refer out
How to use it
- Print page 1 before the call. Glance at the questions; don’t read them out like a script.
- Take notes on page 2 during the call, writing down the exact phrases the client uses.
- Score on page 3 as soon as you hang up, because your gut feel fades within 30 minutes.
- Use the client’s own words in your proposal. It shows you listened.
Version history
| Version | Date | Notes |
|---|---|---|
| 2.0 | June 2026 | Added lead scoring sheet, restructured question order |
| 1.0 | October 2025 | Initial release |
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