Most freelancers dread the follow-up call. They don’t know how to open without sounding desperate, and they don’t know how to close without feeling pushy. This script template removes both problems by giving you a clear structure before you dial.
The four-part call structure
Part 1: The opener (0–30 seconds)
Don’t ask “Is now a good time?” It invites a no. Instead:
“Hi [Name], it’s [Your name]. I sent you the proposal for [project] last week—do you have a couple minutes to talk through it?”
If they say yes: go to Part 2. If they’re busy: “No problem—when’s a better time? I want to make sure your questions get answered before [any relevant deadline].”
Part 2: The check-in question (30 seconds–2 minutes)
“I wanted to make sure everything in the proposal made sense before you made a decision. Was there anything you wanted to walk through or that didn’t feel right?”
Listen fully before responding. Don’t interrupt. The concern they raise is the most valuable information in the call.
The check-in question is the most important part of the call. It turns a sales call into a consultative conversation—and it’s the fastest way to find out what’s actually blocking the deal.
Part 3: Value reinforcement (2–8 minutes)
Based on what they share, reinforce the most relevant point:
- If they have budget concerns: “I can adjust the scope to [specific option] while keeping the core deliverable intact.”
- If they’re comparing you to others: “One thing that might be worth noting is [specific differentiator—speed, process, past result].”
- If they’re uncertain about outcome: “Similar to [past client type], the main result I delivered was [specific thing]. Here’s how I’d apply that to your project: [brief explanation].”
Part 4: The close (last 2–3 minutes)
Don’t end the call without a next step. Choose one:
- If they’re ready: “Want to go ahead and [sign the contract / confirm the start date]? I can send that today.”
- If they need time: “What would be most helpful—should I send a revised scope option, or would you prefer to connect again next week after you’ve had time to review?”
- If it’s a no: “I appreciate you letting me know. If things change or a future project comes up, I’d love to reconnect.”
Full call script (condensed)
“Hi [Name], it’s [Your name]—calling about the [project name] proposal. Do you have a couple minutes? Great. I wanted to make sure everything made sense and answer any questions before you made a call.
Was there anything in the proposal you wanted to dig into?
[Listen, respond with value reinforcement.]
So based on what you’re saying, the next step would be [specific action]. Does that work for you, or would it be more helpful if I [alternative option]?”
Knowing when to call matters too. Waco notifies you when a client opens your proposal—so instead of calling cold, you can follow up at the exact moment they’re already engaged with your work.
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