Mastering Discovery Calls: A Freelancer’s Guide to Finding the Right Projects

So, you’ve decided to try freelancing, and now you’re looking for projects to get started. It’s exciting, isn’t it? But it can also be overwhelming. You may find yourself applying to multiple opportunities, eager to land that first gig. Many first-time freelancers feel this way.

In this rush, it’s easy to make mistakes, like accepting projects that don’t match your skills or working with clients who turn out to be difficult. These decisions can lead to wasted time and unnecessary frustration, making the freelancing journey seem more challenging than it has to be.

It’s a common mistake to think that every project is worth taking on.

Believe it or not, freelancing isn’t about taking on every project that comes your way. Instead, it’s about:

• Finding the Right Opportunities: Focus on projects that align with your expertise and values.

• Working with Respectful Clients: Collaborate with those who appreciate your skills and professionalism.

• Building a Strong Portfolio: Choose projects that reflect your abilities and establish meaningful partnerships.

It’s about doing the right things for the right people. That’s where discovery calls come in. These calls help you identify whether a project aligns with your expertise and whether you and the client are a good match.

Freelancing as a Business

Freelancing isn’t a regular job. It’s like running your own business where you handle everything—finding clients, setting schedules, and getting paid. To succeed, you need a solid plan and a good reputation.

Unlike traditional jobs, where tasks and responsibilities are assigned, freelancing needs you to find clients, define your terms, and actively manage projects. It’s about building relationships, maintaining a reputation, and continually showcasing your expertise to attract the right opportunities.

When you freelance, you take on the role of an business person. You’re not just completing tasks; you’re running a business. This means choosing the right clients, setting boundaries, and making strategic decisions that align with your professional goals.

Treating freelancing as a business helps you avoid common pitfalls, such as working with unreliable clients or undervaluing your skills. Instead, focus on creating a sustainable career where every project contributes to your growth and reputation.

Job Interviews vs. Freelancing Mindset

For many freelancers transitioning from traditional jobs, the mindset shift can be difficult. Job interviews, as organized and familiar as they are, can actually hinder freelancers when they fail to adapt to the freelancing environment. Why? Because freelancing isn’t about applying for a position; it’s about positioning yourself as a service provider. In short, the solution to a client's problem.

Unlike job interviews, freelancing puts you in control. You’re offering your skills, and clients are buyers. You’re equals in this process. A job interview focuses on proving your worth to secure employment, whereas freelancing involves showing how your skills, competencies, and expertise exactly is the client looking for. Falling into the job interview mindset can lead freelancers to undervalue their skills or agree to terms that don’t reflect their worth.

To avoid this pitfall, approach potential clients with confidence, remembering that you’re not just looking for work—you’re offering value. This means knowing how to guide conversations, evaluate clients, and establish fair expectations.

But the question is, how do you present yourself as a service provider instead of a job hunter? To achieve this, freelancers strategically adjust their mindset and client communication. Let me introduce you to what we call a "Discovery Call."

What Is a Discovery Call?

If you’ve sent proposals and a client invites you for a video call, they will likely call it a job interview—most of them do. This common framing reflects a traditional hiring mindset, but as a freelancer, you should guide the conversation toward being a collaborative exploration of mutual fit. For instance, respond to interview-style questions by saying, "That’s a great question. Let’s also discuss how my approach aligns with your project goals to make sure we’re both on the same page."

Many clients still think in terms of traditional hiring processes. As a freelancer, it’s important to gently reframe this perspective during the call, explaining that this is a collaborative discussion to determine if the project and partnership are a good fit for both sides. For instance, you could say, "I like to approach these calls as a way for us to discuss the project and see if we’re the right fit for each other. This clarifies expectations for both of us and can work together effectively."

A discovery call is a chat where you figure out if the project matches your skills and goals, while the client decides if you’re the right person for the job.

For example, imagine a conversation about a website redesign project with a client. During the call, you might ask about their current challenges, desired outcomes, and preferred style, while also explaining how your expertise aligns with their needs. This two-way dialogue helps both parties gain clarity before moving forward.

Discovery calls are collaborative assessments where both the freelancer and the client actively evaluate if their goals, expectations, and working styles align. This balanced approach helps both parties feel confident about moving forward, making it a partnership rather than a hierarchical dynamic.

Comparison: Job Interview vs. Discovery Call

This change—from looking for jobs to finding clients—means thinking like a business owner. You set your rates, promote your skills, and manage client relationships. It’s all about being professional and building a reputation that brings better projects.

Key Aspects to Evaluate in Discovery Calls

During the call, freelancers should evaluate several key aspects of the client. Thorough evaluations help freelancers avoid mismatched projects and establish partnerships that contribute positively to their reputation and growth:

• Character and Behavior: Does the client communicate respectfully? Pay attention to their tone, willingness to answer questions, and professionalism.

• Credibility: Is the client’s business credible? Check for an established online presence, such as a website or active social media profiles, and look for any reviews or testimonials from past collaborators. Asking for specific project details can also help gauge their legitimacy.

• Client Type: Are they detail-oriented or more hands-off? Do they understand the scope of the project?

• Reputation with Freelancers: What feedback have other freelancers shared about them, or what kind of reviews have they left for previous freelancers?

• Expectations: Are their project goals clear and reasonable?

Evaluating these factors helps you make informed decisions about potential partnerships.

Closing the Deal

At the end of the discovery call, it’s important to address administrative issues. Discuss payment terms, schedules, time tracking methods, and whether the project will be billed hourly or based on milestones. Before ending the conversation, ask the client to send the contract through Upwork so you can acknowledge it promptly. This step reinforces professionalism and ensures both parties are aligned on expectations.

Use these techniques, which are common tools employed by sales professionals worldwide, to build trust and close deals effectively:

• Assumptive Selling: Act as if the client has already decided to work with you. Examples include:

1. "I’m excited to start on your project plan. I can send the draft outline by Wednesday. How does that sound?"

2. "I’ll begin working on the first deliverable this Friday if that aligns with your timeline."

3. "I’ll set up a meeting next week to review the initial draft. Let me know your availability."

4. "I’ll add the agreed details to the contract for review today and send it through Upwork."

5. "Based on our conversation, I’ll prepare the project milestones and share them with you. Agreed?""

• Yes Mode: Frame questions to elicit positive responses. Examples include:

1. "You’d like to increase your site’s engagement, correct?"

2. "Your main goal is to reach a broader audience through these articles, right?"

3. "You’re looking for design revisions that resonate with your brand, correct?"

4. "You’d prefer a milestone-based payment structure for better clarity, correct?"

5. "You want deliverables that are both timely and high quality, isn’t that right?""

Confidence and clarity make it easier for clients to say "yes." Using assumptive selling techniques, such as proposing a start date, signals your confidence and encourages commitment.

Following Up Like a Pro

After the call, don’t disappear. A professional follow-up reinforces your interest and ensures clarity.

1. Recap the Call: Summarize the discussion. Reiterate the client’s goals and how you can help.

2. Confirm Next Steps: Mention what happens next, whether it’s sending a proposal or awaiting their decision.

3. Express Gratitude: Thank them for their time and the opportunity to discuss their project.

Here’s an example:

Hi (client name),

Thank you for our conversation earlier. It was great to learn more about your project and the goals you’re aiming to achieve. To recap, you’re looking for [specific details discussed], and I believe my skills in [your expertise] can help you reach those objectives.

As the next step, I will [specific action, such as send a detailed proposal or outline]. If you have any questions or additional details to share, please feel free to reach out.

Looking forward to collaborating with you.

Best regards, [Your Name]

Wrapping It All Up

Discovery calls are about much more than landing a project. They’re a chance to establish trust, showcase your professionalism, and build relationships that can lead to long-term opportunities. Every call gives you insights into the client’s needs, helps you refine your approach, and strengthens your confidence as a freelancer.

When you listen actively, show how you can add value, and maintain open communication, you set the foundation for success. Strong relationships often lead to repeat work, positive reviews, and referrals, which are essential for growing your freelancing career.

So, the next time you’re invited to a discovery call, remember that it’s not just an interview—it’s a collaboration. Prepare well, approach with clarity and confidence, and use it as a platform to shine as both a professional and a problem solver. With each call, you’re not just securing projects; you’re shaping your freelancing future.