The best way to do this is to offer a discount for new customers. Exactly, good that you highlighted that. And although other party knows that you couldn't ask

The best way to do this is to offer a discount for new customers. Exactly, good that you highlighted that. And although other party knows that you couldn't ask your price at this point and the discount is not really a discount, I still did say our target price. It feels a bit stupid, but it's worth of it: "Our price is $100 per hour, but as we need a good show case project, we are ready to this for $60 per hour." One other thing. Try to get gigs that have small enough scope in the beginning. You learn a bit about how to negotiate, how to deliver etc. Plus usually clients like it that you are not trying to structure a deal where you milk them for next 6 months.