Playbook / Lessons / First buyers
Cash-flow businessDo not underprice your first client
McKenzie notes that many engineers sell their first job very cheaply, believing they must earn the right to charge properly. He sees this as the most common mistake when landing a first client. A low price signals low value and sets a bad anchor for later work.
“people radically undercharge for the first client”— Patrick McKenzie (patio11), Ramit Sethi and Patrick McKenzie on Getting Your First Consulting Client (official transcript), Sep 2012
Do this
Double the rate you were going to quote your next first client and state it without a discount or apology.