Startup Saturdays
When you price your first offer, it’s about more than picking a number. It’s the moment your idea shifts from something you talk about to something people are actually willing to pay for. That first paying client is more than revenue—it’s proof that your startup is real.
I remember the sting of building courses back in 2016 and watching them sit untouched because I didn’t know how to price or position them. The work was solid, but my numbers were more about guesswork than strategy. And when nobody bought, I questioned whether the problem was the product, the pricing, or me. That uncertainty is exactly what I want you to avoid.
Your first price doesn’t need to be perfect, but it does need to be intentional. The number you set should cover your time, signal value, and give you the confidence to step fully into business ownership. Done right, pricing your first offer becomes the bridge between being “someone with an idea” and being “someone with a business.”
Why Pricing Your First Offer Matters
When you’re starting out, it’s tempting to focus on building the offer and leave the price as an afterthought. But here’s the truth: pricing isn’t just about money. It’s about signaling value — to yourself and to your future clients.
Doing work for free can feel like a safe way to “get started,” but it doesn’t give you the validation you need. A paying client is the difference between a hobby and a business. And the price you set shapes how people see your work from the beginning.
I’ve seen it firsthand in my own journey. Early on, I built courses that never gained traction, not because they lacked value, but because I hadn’t learned how to communicate their worth through pricing and positioning. The silence that followed taught me this: if your price doesn’t line up with the transformation you’re offering, your audience won’t know how to take you seriously.
Pricing your first offer is a declaration. It says, “This is real. I’m building something worth investing in.” And that’s a powerful step on the startup path.
The Common Mistakes First-Time Founders Make
Often, new entrepreneurs don’t stumble because their idea is bad. They stumble because they misstep on pricing. Here are a few traps to watch for as you price your first offer:
Guessing instead of calculating. Picking a number out of thin air might feel quick, but it rarely reflects your time, costs, or the value you’re delivering.
Setting a “friend price.” Many founders undercharge to make their offer feel accessible. But that often leaves them working for less than minimum wage once all the effort is factored in.
Forgetting hidden costs. Software subscriptions, transaction fees, taxes, and even the hours you spend on admin work — they add up. Ignore them, and your profit margin disappears.
Letting fear drive the price. Fear of rejection makes many new founders price low “just to get someone to say yes.” But the wrong number can actually push good clients away and attract the wrong ones.
The good news? Every one of these mistakes can be avoided with a clear, simple approach. Instead of winging it, you can build a pricing foundation that feels solid — one that pays you fairly and helps clients take your work seriously.
A Simple Way to Price Your First Offer
You don’t need a fancy calculator or an MBA to set your first price. Start with three basic pieces:
Your Time – Estimate how many hours it will take you to deliver your offer. Don’t just count the obvious work (like coaching calls or design time); include prep, revisions, and follow-up.
Your Costs – Factor in anything you pay to deliver: software, materials, payment fees, even the Zoom subscription that makes client meetings possible.
Your Margin – Add a buffer so you’re not just breaking even. A simple rule of thumb for your first offer is add 20–30% on top of time and costs.
Imagine you’re offering a logo design package as your first service.
It takes 5 hours to deliver your offer.
You want to value your time at $50/hour (5 × $50 = $250).
Your costs add up to $25.
Add a 25% margin (about $70).
That makes your starter price $345.
Simple, clear, and defendable.
If you charged $100 just to “get started,” you’d cover less than half your time — and you’d feel drained after the first client. With a clear framework, your price reflects the effort, the tools, and the professionalism you’re bringing to the table.
The exact numbers will vary for you, but this framework keeps you from undercharging. Instead of guessing, you’re grounding your price in the real work it takes to deliver — and in the profit you need to keep moving forward.
How the Right Price Attracts the Right Clients
When you price your first offer, you’re not just deciding what you’ll earn — you’re shaping who will say yes.
Set the number too low, and you’ll often attract clients who don’t value your work. They nitpick, delay payments, or see you as disposable. The same offer, priced fairly, sends a different message: this is real, this is valuable, and it’s worth committing to.
I saw this play out recently when I hired a freelancer. His profile was strong, but his quote was far below market value. Instead of feeling excited about the “deal,” I hesitated. Was he inexperienced? Did he misunderstand the scope? Was he desperate for work? His price didn’t build trust—it created doubt.
Your clients will feel the same. A thoughtful, fair price tells them you take your business seriously. And when you treat your business like it’s real, they’re far more likely to treat it that way too.
Testing and Adjusting as You Grow
The first price you set isn’t forever — it’s a starting point. Think of it as your “version 1.0.” Once you land those first clients, you’ll gain insights you couldn’t have predicted on paper.
Here’s how to approach it:
Start with a solid baseline. Use the framework we walked through so you’re covering time, costs, and margin.
Pay attention to client response. Do people hesitate, or do they accept quickly? If everyone says yes without question, your price might be too low. If everyone says no, it may be too high or you may need to adjust how you communicate value.
Do a mental check after 2–3 clients. Did the price feel right for the effort you put in? Was the work heavier than expected — mentally, physically, or time-wise? Or did it feel fair for both you and the client? That reflection will tell you whether your price needs adjusting.
Document what you learn. Track how long delivery actually takes, where hidden costs show up, and what feedback clients give you. Those notes will guide your next round of pricing decisions.
The key is to see pricing as a living part of your business, not a one-time guess. Your first number gets you in the door. Your next numbers build sustainability.
Turning Your First Offer Into a Business Foundation
Landing your first paying client is more than a win — it’s proof of concept. It shows that people are willing to exchange money for the value you bring, and that’s the heartbeat of any business.
Here’s how to make the most of it:
Treat it as validation. Your first client confirms that your idea works in the real world. Use that momentum to refine and expand, rather than second-guessing whether you belong in business.
Refine with feedback. Notice what your client values most, where they ask for clarity, or what they struggle with. That feedback is gold — it helps you tighten both your offer and your pricing.
Document your process. Even if it feels simple, write down the steps you followed. That documentation becomes the foundation you can later systematize, automate, or delegate as you grow.
Think beyond this first sale. Pricing your first offer isn’t just about covering today’s effort — it’s about setting the stage for a model you can sustain over months and years.
When you build from your first offer thoughtfully, you’re not just making money — you’re creating a business that has legs.
Your First Price Is Your First Step
When you price your first offer, you’re doing more than putting a dollar sign on your work. You’re telling the world — and yourself — that your idea is worth investing in. That first client isn’t just money in the bank; it’s validation that you can build something real.
You don’t need the perfect number on day one. What you need is a thoughtful, intentional starting point — one that honors your effort, covers your costs, and gives you the confidence to keep going. Every business you admire today began with that same first step: setting a price and landing a first paying client.
If you want guidance beyond pricing — from refining your idea to building the systems that make growth possible — join my mailing list. You’ll get practical startup strategies, tools, and insights that help you move forward with clarity instead of guesswork. This isn’t recycled advice or sales fluff. It’s a toolkit for building a business that fits your life.
