Worksheet Outbound
Discovery Call Script & Scoring Sheet
Fifteen structured questions to ask on a sales call, plus a lead scoring sheet. Stop forgetting to ask about budget, timeline, and decision-makers.
Download PDF PDF · 3 pages
What this is
A three-page printable worksheet for freelancer sales calls. Page 1 has 15 structured questions organised by phase. Page 2 is a notes template. Page 3 is a lead scoring sheet to decide if 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 questions, don’t read them robotically
- Take notes on page 2 during the call — capture exact phrases the client uses
- Score on page 3 immediately after hanging up — gut feel fades in 30 minutes
- Use the client’s own words in your proposal — it proves you listened
Version history
| Version | Date | Notes |
|---|---|---|
| 2.0 | June 2026 | Added lead scoring sheet, restructured question order |
| 1.0 | October 2025 | Initial release |
