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Replies / free trial work (spec work)

How to say no to "free trial work (spec work)"

"Can you do a small test project for free first?"

Spec work is unpaid work dressed up as an opportunity. Your portfolio is the test. Real clients pay for trials.

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Why this is scope creep

  • A free test is still real work they can use, and sometimes they do.
  • Clients who start by asking for free work rarely become great payers later.
  • Your past work already shows what you can do.

Copy-paste replies

Fill the [brackets] and send. Pick the tone that fits the client.

Firm

Hi [Name], thanks for considering me. I don't do unpaid test work, but you can see similar projects here: [portfolio link]. I'm happy to answer any questions about how I'd approach yours.

Friendly

Totally get wanting to make sure it's a good fit! Instead of a free test, how about a quick 20 minute call where I walk you through how I'd tackle [project]? You'll get a feel for how I work without either of us wasting a week.

Yes, for a fee

Hi [Name], I can do a paid trial: a small piece like [deliverable], [price], delivered by [date]. If we go ahead with the full project, I'll take that amount off the total.

The "yes, for a fee" reply works best when the scope was written down first. In Scopease the client approves the scope through one private link, every extra ask becomes a priced change order they approve or decline, and the invoice builds itself from approved work. Free for your first project.

Start freeHave us set it up for you ($79)

Questions

Is "Can you do a small test project for free first?" scope creep?

Yes, if it was not in the agreed scope. A free test is still real work they can use, and sometimes they do. The fix is not a fight, it is a clear reply that points to the scope and offers a priced option.

How do I politely decline spec work?

Thank them, say you do not do unpaid tests, and point to relevant portfolio work. Offer a short call or a small paid trial instead.

Is a paid trial project a good idea?

Yes, for both sides. It is small, priced and time boxed. Crediting it against the full project makes it an easy yes for good clients.

Free tools that help you say no

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