Custom Questions

Custom questions let you collect information from prospects when they book. This data helps you qualify leads, prepare for calls, and personalize your approach.

When lead scoring is enabled, selected answers can also contribute to a 0-100 fit score and A/B/C/D tier. That tier can influence which closers and calendar slots the prospect is offered. See Lead Scoring and Routing for the complete calculation and fallback rules.

Why Use Custom Questions?

Custom questions help you:

• Qualify leads before the call
• Prepare better with context about their needs
• Segment prospects based on responses
• Automate disqualification of poor-fit leads
• Track attribution with custom fields

Adding Questions

Step 1: Open the Form Step

1. In Scheduler, open the scheduler you want to change
2. Go to the Form step
3. Click Add Field. The new question opens with the cursor in its question box, so you can type the question right away

Step 2: Choose Question Type

Pick one of four types:

Step 3: Set Up the Question

Built-In Fields

Every scheduler includes these standard fields:

You can choose:

• Whether phone is required, optional or hidden
• Which of them are asked first (see Preview and Reveal Questions below)

Question Types in Detail

Text

A box for a short typed answer.

Settings:

• Answer length (optional): the fewest and most characters you accept
• Helper text (optional)
• Use as lead company saves the answer in the lead's Company field. Only one question on a scheduler can do this.

Example Uses:

• "What's your job title?"
• "Company name"
• "How did you hear about us?"

Choice

A list of answers to pick from.

Settings:

• The answers to offer
• Allow multiple answers: off, leads pick one answer (round buttons); on, leads can pick several (check boxes)
• Disqualify leads who pick certain answers (see Disqualification Rules)

Every answer shows on the page, however long the list.

Example Uses:

• "What's your company size?"
• "What's your budget range?"
• "Which products interest you?"

Checkbox

One box the lead ticks, such as "I'll join from a quiet place."

Example Uses:

• Agreeing to your call terms
• Confirming they can attend on time

Number

A box for a number.

Example Uses:

• "Team size"
• "Annual revenue"
• "Number of locations"

Question Order

Rearrange questions to create a logical flow:

1. On the Form step, find the question to move
2. Use the up and down arrows on the question
3. Move it past the line between Preview and Reveal to change when it is asked (see below)

Recommended Order:

1. Basic info (name, email, phone)
2. Company/role context
3. Qualifying questions
4. Open-ended questions

Preview and Reveal Questions

The form editor splits your questions into two groups, with a line between them:

• Preview: asked first. Name goes here, with email or phone (or both).
• Reveal: asked after the Preview questions. New questions start here.

Your booking page shows them one of two ways. You choose which on the Scheduler settings page.

Switching between Classic and Scheduler 2.0 never adds, removes or changes your questions. If a question seems to be missing on a Classic page, fill in the Preview questions first. It is in the Reveal group and opens after them.

On a scheduler with ad partners, some visitors also answer a question about ad sharing before the Reveal questions open.

The Preview Form button always shows Scheduler 2.0 with every question open. If your booking page uses Classic, it says so above the preview.

Required vs Optional

When to Require

Make questions required when:

• Answer is essential for the call
• Used for disqualification
• Critical for lead routing

When to Make Optional

Make questions optional when:

• Nice-to-have information
• Might slow down conversion
• Some prospects won't have an answer

Impact on Conversion

More required questions = lower completion rate but higher quality leads.

Balance carefully:

Disqualification Rules

Custom questions don't have show/hide conditional logic. The closest equivalent is disqualification - you can set rules on a question's answers that mark the lead as disqualified or send them to a fallback URL. Use disqualification rules when you'd otherwise be tempted to hide a follow-up question for an unqualified lead.

See Disqualification Rules for setup.

Disqualification and scoring are related but not interchangeable. A Cold answer contributes zero points to the normal score; a disqualification rule overrides the final result to score 0 and tier D. See Lead Scoring and Routing.

Using Responses

In Your Pipeline

Question responses appear:

• On the lead detail view
• In the activity timeline
• As custom fields

For Disqualification

On the Form step, open the question and turn on Disqualify leads who answer this way, then pick the answers that disqualify a lead.

See Disqualification Rules.

In Zapier

Responses are included in Zapier trigger data as custom fields.

Via API

Read a call's answers through the API:

query GetCallAnswers($id: String!) {
  call(id: $id) {
    formAnswers {
      fieldId
      label
      type
      value
    }
  }
}

Best Practices

Question Writing

Do:

• Keep questions clear and concise
• Use specific options (not vague ranges)
• Add helper text when a question needs explaining
• Match language to your audience

Don't:

• Ask for information you won't use
• Use jargon prospects won't understand
• Make every question required
• Duplicate information you'll ask on the call

Qualifying Questions

Effective qualifying questions:

For Different Meeting Types

Managing Questions

Edit a Question

1. Find the question in the list
2. Make your changes
3. Click Save Changes. On a new scheduler, finish with Confirm & Create Scheduler

Delete a Question

1. Open the question's menu (⋮)
2. Choose Delete
3. Save the scheduler

Duplicate a Question

1. Open the question's menu (⋮)
2. Choose Duplicate
3. Change the copy as needed, then save

Examples

B2B SaaS Discovery Call

Required:
1. Company name (text)
2. Job title (text)
3. Company size (choice: 1-10, 11-50, 51-200, 200+)
4. What's your primary challenge? (choice: options...)

Optional:
5. Anything specific you'd like to discuss? (text)

Consulting Call

Required:
1. Company/Organization (text)
2. What service interests you? (choice)
3. Budget range (choice)
4. Timeline (choice: Urgent, 1-3 months, 3-6 months, Just exploring)

Optional:
5. Describe your project (text)

Product Demo

Required:
1. Role (choice: Individual, Team Lead, Executive)
2. Current tools (choice, multiple answers)
3. Team size (number)

Optional:
4. Specific features you want to see? (text)

Next Steps

• Disqualification Rules - Auto-filter based on responses
• UTM Tracking - Track where leads come from
• Embedding - Pre-fill questions via URL