Short answer: To price your first direct client, start from the value of the result, not the hours, and set a number you can say with confidence. Research what others in your space charge, factor in your costs and time, and avoid pricing from fear. It is common to undercharge at first; a clear, fair price signals quality. If you are unsure, a simple project price for a defined scope is easier than hourly.
Price the value, not the hours
Clients pay for outcomes. If your work helps them make or save money, price reflects that value, not just the time it takes. Hourly pricing can cap your income and focus the client on time instead of results.
How to set your number
- Clarify the result and what it is worth to them.
- Check typical rates in your space.
- Cover your time and costs comfortably.
- Pick a price you can say without flinching.
Avoid pricing from fear
- Do not slash your price to win the first client.
- A very low price can signal low quality.
- Confidence in your price builds trust.
Project price vs hourly
For a defined scope, a project price is often cleaner for both sides. It focuses the client on the outcome and protects you from scope creep, as long as the scope is clear.
Frequently asked questions
Q: Should I charge hourly or per project?
A: For a clear scope, a project price is often simpler and ties the price to the outcome.
Q: Is it bad to be the cheapest?
A: Often yes. A very low price can signal low quality and attract difficult clients.
Q: What if they say it is too expensive?
A: Reframe around value or adjust scope, rather than instantly dropping your rate.
Q: How do I know the market rate?
A: Research what others with your skills and results charge, and use it as a guide.
Q: Should I raise prices over time?
A: Yes, as your skills, results, and demand grow.
Next step
Handle pushback with price objections and present it in a proposal after the call. More at the courses.
