Your first impression isn’t about how many credentials you list; it’s about making people feel seen, heard, and guided. In this episode, I break down the three biggest mistakes freelancers make that push dream clients away before you even get a chance to shine. 

You’ll learn how to grab and keep your prospect’s attention, lead with unshakable confidence, and make everything about them instead of you, so you can turn every first interaction into a “yes.”

Why First Impressions Matter and How One Night Changed Everything

At 17, I worked alongside Austin for two weeks before I even noticed him. But that one evening at a party, when he gave me his full, confident attention, that first impression changed everything. Fast-forward 17 years: we’re married with two kids. Likewise, in business, clients may pass you by until you demonstrate you’re listening and leading. Today, we unpack why first impressions stick (for better or worse) and how to ensure yours always lands.

Three Biggest Mistakes Freelancers Make on Discovery Calls

Mistake #1: You Don’t Have Their Full Attention

• Where it happens:
  • Your application process funnels them straight to your calendar without completing an intake form, so half the details are missing, and they drop off.
  • On discovery calls, you let prospects lead the conversation, resulting in scattered focus, no clear direction, and no “wow” factor.

• Why it repels:
  • When people aren’t fully engaged, they multitask, scroll, or mentally check out—never feeling heard or understood.
  • If you allow them to steer the call, they won’t experience your expertise or energy.

• How to fix it:
  • Reverse your intake process: Require a brief questionnaire before allowing them to schedule a call. This both qualifies leads and primes them to show up prepared.
  • Treat discovery calls like interviews: You’re determining if they are a good fit for you. Open with:

“Here’s how this call will go: We have 15 minutes together, so I want to respect your time and mine. I’ll ask a few questions to see if we’re a great fit, and if so, I’ll share exactly how I can help.”

• Ask thought-provoking questions: Instead of a generic “Tell me about your business,” drill into details:

“I see you’ve had successful launches using organic traffic. What would need to change for a paid strategy to make sense for you?”

• Lead with clarity: Map out one clear offer or path on the call; people stay engaged when they understand where you’re taking them.

Mistake #2: You’re Hiding—Not Leading with Confidence

• Where it happens:
  • You downplay your packages, discount prematurely, or sprinkle disclaimers like “I’m new” or “I hope this makes sense.”
  • Imposter syndrome seeps into your tone, and prospects sense uncertainty, even if you’re secretly panicked.

• Why it repels:
  • Clients want an expert. If your energy says “I’m unsure,” they’ll doubt whether you can deliver results.
  • Confidence sells results. When you lack conviction in your skills or pricing, they’ll look elsewhere, even if your offer is a perfect fit.

• How to fix it:
  • Own your value: Even if you haven’t “run tons of campaigns,” speak from the perspective of what you do have: a roadmap, templates, community support, and the exact resources to deliver.

• • Tell transformation stories: Instead of “I did X,” use a client-focused narrative:

“When my last client came to me struggling with organic-only launches, we implemented a simple paid strategy—and she saw a 3× return in one month.”

• • Practice your pitch out loud: Confidence grows with reps. Role-play discovery calls, stand in front of a mirror, and refine your language to eliminate qualifiers.

• • Leverage others’ wins: Scroll through your community’s client results and internalize that if they can do it, so can you.

Mistake #3: You Make It About You—Not Them

• Where it happens:
  • Your website, DMs, or discovery calls read like a resume: “I am a Meta ad expert, I have a certification, I’ve worked with X clients.”
  • You focus on services instead of outcomes, resulting in copy that feels like a diary entry or a laundry list of tasks.

• Why it repels:
  • Potential clients care about what’s in it for them, not your background. If they can’t see themselves in your story, they’ll keep scrolling.

• How to fix it:
  • Use “you” language, not “I” language: Frame everything around their pain points and desired results. For example:

“I understand you’ve only used organic traffic for your last three launches. If you invested $500 per month in ads, how many extra qualified leads would you need to feel confident?”

• • Paint the transformation: Instead of listing deliverables, show them what life looks like post-launch:

“Once we take over your paid traffic, you’ll be able to focus solely on organic content, knowing I’m behind the scenes, optimizing ad budgets and scaling your revenue.”

• • Spotlight client success stories: Tell a concise anecdote from a past client who was in their exact shoes, and how you helped them break through.

Here’s A Glance Of The Episode: 

00:00 Introduction & the Story of Meeting Austen (First Impressions That Stuck) 02:00 Why First Impressions Matter in Business, Too 

03:00 Mistake #1: You Don’t Have Their Full Attention 

05:00 How to Require Intake Forms Before Scheduling Calls 

06:00 Discovery Calls as Interviews: Scripts to Take Control

07:30 Mistake #2: You’re Hiding—Not Leading with Confidence 

09:00 How to Own Your Value & Share Transformation Stories

10:30 Practice Your Pitch Out Loud & Leverage Community Wins

11:30 Mistake #3: You Make It About You—Not Them 

12:30 Use “You” Language & Paint the Transformation 

13:30 Story: How Asking Questions Landed My Husband & Why Clients Love It 

14:30 Recap of Three Mistakes & How to Fix Them

15:00 Your Homework: Audit Your DMs, Bios, & Call Scripts

15:30 Call to Action: Free Training Link