When you get new customers, tell them that you give discounts for the first job so they can see what a good job you do. On the invoice, put your real rate minus

When you get new customers, tell them that you give discounts for the first job so they can see what a good job you do. On the invoice, put your real rate minus a discount. Then, the next time they ask for your services, charge the real rate. To switch existing customers, just say that due to demand, you're raising your rates. However, for the next x hours of work, since they've been a loyal customer, you will continue at the existing rate. Then on your invoice, do as in the first paragraph! If it's a reasonable increase, I doubt many customers will drop you. And you may want to wait between projects to switch your rate, but the first x hours at the old rate still applies :-) Good luck!