Go with actual costs today. Don't run at a loss "because maybe someday I'll be profitable". What are you charging today? Charge fairly. If you get more custome

Go with actual costs today. Don't run at a loss "because maybe someday I'll be profitable". What are you charging today? Charge fairly. If you get more customers and improve efficiency again, be honest, "thanks to some improvements in scalability I'm able to reduce your costs to X". You'll also build a long-term relationship by being fair and taking advantage of your customers.