How do I price my services as a new solopreneur?

Start by calculating your minimum hourly rate (target income ÷ available hours). Then research 10 competitors' pricing. Price at the median for your first 3-5 clients while you build a portfolio and testimonials. After 5 clients with positive results, raise to the 75th percentile. Within 12 months, aim for premium positioning.

Should I charge hourly or per project?

Per project or package — almost always. Hourly pricing penalizes efficiency (you earn less as you get faster), creates scope creep arguments, and caps your income at available hours. Fixed-price packages give clients budget certainty and give you the incentive to work efficiently. The exception: exploratory consulting where scope is genuinely unknown.

How do I justify higher prices to clients?

Focus on outcomes, not inputs. Don't say 'this takes me 10 hours.' Say 'this package typically generates $5,000-$10,000 in additional revenue for our clients.' Case studies, testimonials, and concrete ROI data are the most effective price justifiers. If you can't quantify ROI, focus on risk reduction: 'this prevents X costly mistake.'

What if I lose clients when I raise prices?

You probably will lose 10-20% — and that's actually good. The clients who leave over a 20% price increase are usually the most price-sensitive, highest-maintenance clients. The clients who stay are higher quality and more profitable. A 20% price increase with 15% client loss means 2% more revenue with 15% less work. That's a win.

Guide

PricingSolopreneurBusiness StrategyUSA

Solopreneur Pricing Strategy: How to Price Without Leaving Money on the Table

Pricing is the single most impactful business decision a solopreneur makes — and the one most people get wrong. Underpricing is the default because it feels safe. But charging $50/hour when you should charge $200/hour means working 4x harder for the same income. This guide covers pricing strategies that maximize revenue without overcomplicating your business.

Last updated: February 26, 2026

Step-by-Step Guide

Calculate your true minimum hourly rate

Target annual income ÷ 48 work weeks ÷ 25 billable hours per week = minimum hourly rate. If you want $150K/year: $150K ÷ 48 ÷ 25 = $125/hour. Every service, product, and pricing decision should exceed this rate.

Research what competitors charge (then price 20% higher)

Check 10 competitors' pricing. Position yourself at the premium end — not the cheapest. Competing on price is a race to the bottom that solopreneurs always lose. Compete on value, specialization, and results instead.

Create 3-tier pricing for every offering

Whether it's services, courses, or products — offer 3 tiers. The middle tier should be your target (most buyers choose it). The premium tier makes the middle seem reasonable. The starter tier captures budget-conscious buyers.

Raise prices by 15-20% for new clients this month

If you're underpriced, raise prices now for any new client or customer. Don't wait for the 'right time.' Track close rates — if they stay above 60%, you were underpriced. If they drop below 40%, you may have overcorrected.

Review and adjust pricing quarterly

Every 3 months, review: capacity utilization, close rate, client quality, and revenue per hour. Adjust pricing based on data. Pricing is never 'set it and forget it' — it should evolve with your business.

Why most solopreneurs underprice (and how to stop)

Research consistently shows that solopreneurs and freelancers underprice by 30-50% on average. The reasons are psychological, not economic:

1. Imposter syndrome pricing
'Who am I to charge $200/hour?' You compare yourself to agencies and established experts rather than to the VALUE you deliver. A video that generates $10,000 in sales for a client is worth $2,000 — regardless of who made it.

2. Cost-based pricing trap
'It only took me 2 hours, so I can't charge $1,000.' This penalizes you for being efficient. AI tools like FluxNote let you produce work faster — your pricing should reflect the output value, not the input time.

3. Fear of losing clients
Raising prices might lose 10-20% of clients. But a 30% price increase with 20% client loss means you earn MORE while working LESS. Most solopreneurs never run this math.

The pricing mindset shift:
- Don't price based on YOUR cost. Price based on the CLIENT'S value.
- Don't price based on time spent. Price based on outcome delivered.
- Don't price based on competitors. Price based on your unique positioning.

Example:
A monthly video content package for a local restaurant:
- Cost-based pricing: 8 videos × 1 hour each × $50/hour = $400/month
- Value-based pricing: These videos drive $3,000-$5,000/month in additional revenue for the restaurant. Charge $1,500-$2,500/month.

Same work. 4-6x the income. The difference is framing.

Pricing frameworks for different solopreneur models

For service businesses (consulting, agencies, freelancing):

Tiered package pricing works best:
- Starter: Solve one specific problem. $500-$1,500/month.
- Growth: Solve the problem plus optimize results. $1,500-$3,000/month.
- Premium: Full-service partnership with strategy. $3,000-$5,000+/month.

Why tiers work: They anchor the buyer against the premium option, making the middle tier feel reasonable. They also let you serve different budget levels without custom scoping every project.

For digital products (courses, templates, eBooks):

Value-based pricing with anchoring:
- eBooks/templates: $9-$49 (impulse purchase range)
- Mini-courses: $49-$149 (considered purchase)
- Comprehensive courses: $197-$497 (investment decision)
- Premium programs: $997-$2,997 (high-ticket)

Odd pricing ($197 vs. $200) signals consumer products. Round pricing ($200) signals premium/B2B.

For content businesses (YouTube, newsletters, podcasts):

Sponsorship pricing: $25-$50 CPM (per 1,000 subscribers/viewers) is standard.
Paid subscriptions: $5-$15/month or $50-$150/year for premium content.
Affiliate: 20-40% commission on SaaS referrals.

For SaaS/software:

Value metric pricing: Charge based on the metric that scales with customer value.
- Per user/month: $10-$50/user
- Per usage: Based on API calls, storage, features used
- Flat monthly: $29-$99 for solo/small business plans

Always offer annual pricing at a 15-20% discount to reduce churn and increase cash flow.

When and how to raise prices

When to raise prices (signals):
1. You're at 80%+ capacity — if you can't take more clients, prices are too low
2. Your close rate is above 80% — if almost everyone says yes, you're underpriced
3. You have a waitlist — demand exceeds supply
4. You've added significant value (better tools, more experience, better results)
5. It's been 6+ months since your last increase

How to raise prices without losing clients:

1. Grandfather existing clients for 3-6 months: 'New pricing starts January 1. As a current client, your rate stays the same until June.'
2. Add value alongside the increase: Include a new deliverable or feature that justifies the higher price.
3. Raise for new clients first: Test new pricing with prospects while keeping current clients at old rates.
4. Communicate value, not cost: 'Based on results we've achieved and new tools we've invested in, packages will be $X going forward.'

The 10-20-30 rule:
- Raise prices 10% every 6 months (barely noticed by clients)
- Raise 20% when you add significant new features/services
- Raise 30%+ when you rebrand, reposition, or fundamentally improve your offering

What happens when you raise prices:
- Bottom 10-20% of clients leave (usually your most demanding, least profitable clients)
- Remaining clients see you as more premium and are better to work with
- You earn more per hour with fewer clients
- You have time and energy to invest in business growth

Most solopreneurs who raise prices report higher income, fewer clients, less stress, and better work quality. The fear of raising prices is almost always worse than the reality.

Pro Tips

If you're closing more than 80% of prospects, you're underpriced — a healthy close rate is 40-60%
Never discount. Instead, remove features for lower budgets. Discounting trains clients to expect lower prices; feature tiering preserves perceived value.
Annual pricing should be 10-15 months for the price of 12 — this improves cash flow and reduces churn without massive discounting
AI tools like FluxNote make you faster, which means your cost per deliverable drops — but your PRICE should stay the same or increase. The efficiency gain is your profit margin.
Post your prices publicly on your website — this filters out budget-mismatched prospects and saves time on calls that won't convert