I closed 200+ freelance deals with this script

I always thought I sucked at sales. Got my first job as a telemarketer when I was 16, and I quit 6 hours into my first shift. It was emotionally exhausting and I honestly felt disgusted. This experience scarred me for years and held me back when I started building my freelancing business 8 years later. Then I joined an absurdly expensive mastermind ($7500 / 3 months) where they shared the initial version of the script I'm about to share with you. And it flipped my entire mindset about what it takes to sell on its head. Instead of being salesy, they told me to act like a doctor. Diagnose and then confidently present the cure. After I started doing this, I closed 200+ deals for my freelancing business. From big tech companies all the way down to small mom-and-pop online stores. Here's the script that changed everything for me: # The mindset Before we get into the "what to say," we need to fix the "how to think." This is 90% of the battle. * Your job isn't to push a product; it's to diagnose a problem. You should be listening, asking intelligent questions, and determining **if you're even the right person to help them**. If a doctor listened to your symptoms for 30 seconds and immediately tried to sell you on a specific surgery, you'd run. Don't be that person. * In the first half of the call, the client should be doing 80% of the talking. If you're talking more than them, you're pitching, not discovering. You're losing. * You don't need this client. You are evaluating them just as much as they are evaluating you. Think of it like a first date. You're not trying to force a second date from the moment you sit down. You're genuinely trying to see if there's a connection and if you're compatible for a long-term relationship. * Do not read this word-for-word. Reading makes you sound like a robot and breaks all trust. # Preparation Good prep is going to be the source of your confidence. Knowing your questions and your offer ahead of time frees up your mental energy to actively listen. 1. Go through the steps below and write down 3-5 specific questions for each section. 2. **EXTREMELY IMPORTANT: Prepare 1-3 clear service packages with prices**. Even if you won’t be able to pitch a productized service, this will help you quickly and without hesitation answer ANY questions regarding your pricing (e.g. "I've done similar projects for around $4.000). This makes you look like someone who’s been doing this for years, is a professional and even **allows you to close the deal on the call** instead of letting the momentum die with a "let me get back to you with a proposal." **The biggest mistake most people make is to NOT talk about pricing.** Talking about pricing massively speeds up the sales process, because prospects can either accept your offer immediately, decline it, or try a delay tactic. If they accept - then great! If they decline or delay, you can ASK them why, and you’ll find out a lot about the objections they have about working with you. # The warm-up Spending 2-3 minutes on small talk shows you’re a relaxed, normal person, which helps the prospect relax, too. * What to Say: * “I see you're based in Austin. I've heard great things about the food scene there.” * “I have to mention this, you picked the best Zoom background.” * “Glad we could connect before the weekend. Any exciting plans?” Then, transition and set the frame. This is crucial for taking control. * "Awesome! Well, I’m excited to chat. Should we dive right in?" (Wait for "yes") * "Great. So the way I usually run these calls is I'll start by asking a few questions to get a really clear picture of your business and what you're looking for. If it sounds like I can definitely help, I’ll explain how I work. Sound good?" # Discovery This is your "doctor" phase. Start broad and then go deep. * **If they reached out to you:** "So, to start, I’d love to hear what prompted you to book this call today? What’s going on in your business?" * **If you reached out to them:** "When I reached out, something in my message must have clicked. What was it that made you decide to take this call?" Now, shut up and listen. Take notes. After their initial answer, dig deeper with your prepared, service-specific questions. * **Pro-Tip:** If they give short, unhelpful answers, use this: **"Could you tell me a bit more about that?"** # Their experience Are you talking to a seasoned pro or a total beginner? The answer dictates how you'll pitch later on and what kind of questions to ask. * "Have you tackled this issue before? What worked or didn’t work?" * "Have you worked with another freelancer or agency on this? What was that like?" This tells you what they value, what they hate, and what landmines to avoid. If they say their last designer was a "terrible communicator," you know to highlight your communication process in your pitch. On the other hand if they tell you they've had 20 freelancers on this and that they all sucked, you should probably run away. # Defining success This is where you move from their problems to their aspirations. * "Okay, let's fast forward 6 months. If we were to work together on this, what would need to have happened for you to feel like this was a huge success?" * "What would achieving \[their goal\] actually do for your business? Why is this a priority right now?" When they answer this, they are literally selling themselves on the value of your service. Write down their exact words. # Uncovering roadblocks Why their problem still exists. This is the bridge to your pitch. * "So you’re looking to achieve \[their goal\]. What’s held you back from getting this done on your own so far?" * "Why do you think you haven't found the right person to help with this yet?" Their answer here is pure gold. It gives you the exact angle for your pitch. * If they say "I don't have the time," your solution is about a hands-off, "done-for-you" process. * If they say "I don't have the expertise," your solution is about your deep knowledge and strategic guidance. # The pitch See how late this comes? You should only pitch after you fully understand their situation. * **Ask for permission:** "Okay, based on everything you've told me, I have a very clear picture of the situation. I'm confident I can help you achieve \[Their Goal\]. Would it be okay if I walk you through how I'd approach it?" * **Frame it:** "Great. So I specialize in helping \[businesses like them\] to \[achieve the exact goal they just told you\]." * **Show proof:** "For example, last quarter I worked with \[Similar Client\], who was struggling with \[Similar Problem\]. We implemented this process and they were able to \[Achieve Result\]." * **Explain the process:** Walk them through the steps. * "First, we’d start with a kickoff session to..." * "Next, I’ll prepare xyz to..." * "Finally, you’ll get..." **IMPORTANT:** DO NOT REVEAL YOUR PRICING OR PACKAGES AT THIS POINT! Focus solely on the workflow and deliverables. After you're done, ask them: * "That’s the general overview. What questions do you have about that for me?" When they run out of process questions, they will almost always ask the big one: "So... how much does it cost?" This is the moment you've been waiting for. * "The cost for the package I just described is $7,500." State your price clearly and confidently. Then, the most important part: **BE SILENT.** Do not justify it. Do not explain it. Do not say "but we can be flexible." The first person who talks, loses. Let them react. Their reaction tells you everything you need to know. # Handling objections An objection is not a "no." It's a request for more information or reassurance. Don't get defensive. You can't handle an objection if you don't know what they're thinking. So your first job is to figure out what they're trying to say. **"That's more expensive than I was expecting"** * "I understand. Can I ask what you were budgeting for a project like this?" OR "Could you tell me a bit more about what makes it feel expensive?" (This helps you understand if it's a value problem or a cash flow problem). **"I need to think about it."** * "That’s perfectly fine; most of my best clients take time to think. Just so I can understand, what specific part of it do you need to think about most?" **"Why would I pay this much when I can get someone on Fiverr for $500?"** * "That's a fair question. You're right, there are definitely cheaper options out there, and for simple tasks, they can be great. The question is, are you looking to buy a task, or are you looking to buy a business outcome? A task-doer will do exactly what you say. I see my role as a strategic partner to help you achieve \[their goal\]. Which of those is more important to you right now?" (I've got more objections and how to handle them in the google docs I'm linking below) # The close If they agree with your price and want to move forward, you're not done yet. You need to handle the final step professionally. * Immediately explain the next steps. "Great! Here’s what will happen next. I'm going to send over the contract and an invoice for the initial deposit. Once that's handled, I'll send you a link to book our kickoff call." * Don't just hang up after that! Spend 2-3 minutes returning to small talk. This calms their nerves, eases potential buyer's remorse, and reinforces that you're a human they're building a relationship with, not just a vendor who got their money. # Extra info I've put some extra objection handling examples, more info, more examples, etc. into a Google Doc which I'm linking in a comment below, to keep this post on point. This all takes practice to master so I also created a ChatGPT Monster prompt that will roleplay different levels of clients (easy to hard). I'm also including it at the bottom of the doc.