Interview Script·45 min·10 questions
Understanding why copywriters complete two marketplace jobs then vanish permanently
You're seeing a consistent pattern where independent copywriters finish their first or second project successfully, then never take another job on your platform. The work gets done, clients seem satisfied, but these freelancers quietly disappear despite having proven they can deliver quality results through your marketplace.
Why standard questions fail here
Direct questions about why they left often yield surface-level answers or politeness. This script reconstructs their actual experience by anchoring in specific moments from their completed projects - the client interactions, payment processes, and job search decisions that shaped their real feelings about continuing on the platform.
Sample Questions
Grounded in The Mom Test and Jobs-to-be-Done.
JTBD: Understanding the broader context of their freelance 'job' before examining our platform's role
Let them talk freely to establish rapport. Listen for their business model, client types, and current challenges
- What's your typical process for finding new clients?
- How do you usually price your copywriting work?
- Generic descriptions without specific examples of client work
Mom Test: Focus on specific past behavior rather than general opinions about the platform
Use laddering technique: dig into the 'why' behind each step of their discovery journey
- What were you hoping to solve by joining another platform?
- What other options did you consider at that time?
- Vague responses like 'I heard it was good' without specific triggering events
Mom Test: Asking for specific past events rather than hypothetical scenarios
Get granular details: emotions, timeline, specific interactions, friction points
- How did that compare to your expectations?
- What surprised you most about that first project?
- How did the client communication work?
- High-level summaries without emotional context or specific details
JTBD: Understanding if the platform delivered the 'job quality' they hired it to provide
Ask for specific examples of briefs, not general impressions. Probe for concrete details
- Can you give me an example of a particularly clear brief you received?
- What about a confusing or unclear one?
- How did clients typically provide feedback on your work?
- Generic complaints without specific brief examples or client interactions
Five Whys technique: Digging into root causes of client relationship quality
Focus on specific communication instances, response times, and collaboration friction
- What was the longest you waited for client feedback?
- How did clients typically handle revision requests?
- Did you feel like clients understood copywriting as a profession?
- Hypothetical statements about what clients 'should' do instead of what actually happened
Mom Test: Examining specific past financial interactions rather than general pricing opinions
Get specific numbers and timelines. Don't accept vague responses about 'fair' or 'unfair' pricing
- How did the rates compare to your other clients?
- Were you able to negotiate rates at all?
- How long did you typically wait to get paid?
- Generic complaints about 'low rates' without specific comparison points or examples
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