Why Supporting Your Friend’s Business Starts With Paying What They’re Worth
When someone you know starts a small business, you probably want to help out; book their services, buy their product, give them a go. That kind of early support can mean everything.
But after years working with (and in) small businesses, I’ve seen a pattern pop up over and over again: mates assuming a discount is part of the deal, simply because they know you.
In Australia, we love a good “mates rate.” It’s almost a badge of honour. But the truth is, sometimes mates rates do more harm than good.
And I’ll be honest, I’ve been guilty of it too. Especially when it’s a tradie mate giving up their time to lend a hand. It often comes from a good place, but the impact isn’t always as helpful as we think.
Why “Mates Rates” Can Do More Harm Than Good
On the surface, asking for a discount might seem harmless or even supportive. You’re giving them business, right? Shouldn’t they be grateful?
But here’s what’s really happening behind the scenes:
- Your friend probably won’t say no, even if they feel uncomfortable.
- They’ll likely go above and beyond to make sure you’re happy, spending more time than they would on a regular job to avoid letting you down.
- They may undercharge or not charge at all, because it feels awkward to put a price on the friendship.
- They end up absorbing the cost, in both time and money and often, without mentioning it.
The result? They end up earning less and working more, just to avoid looking stingy or ungrateful. And most of the time, you’ll never even know. So while you might think you’re helping, they’re the one quietly carrying the load.
The Real Cost to Them
Unlike big companies, small business owners don’t have safety nets. Every discounted or unpaid job is time they’re not earning or time they’re away from other paying clients, their admin, or even their own families.
They still pay for materials, tools, rent, and often work alone or with limited support. Giving a discount to one person might not seem like much but when it becomes a pattern, it’s unsustainable.
And here’s the thing: they care what you think. They want to impress you. That often means going the extra mile, more revisions, more time, more attention to detail, because it’s you. And when they’re not being paid what the job is worth, that pressure hits harder.
If You Really Want to Support Them, Do This Instead:
- Pay the asking price. Or more, if you can.
- Be a great customer. Be respectful of their time, trust their process, and communicate clearly.
- Spread the word. Tell your friends, leave a review, share their socials.
- Value their work. Don’t make them feel guilty for charging what they’re worth.
True support isn’t about getting a deal, it’s about helping them build something sustainable. It’s recognising the effort, skill, and time that goes into their work and treating them like any other professional.
Flip the Perspective
Imagine this:
- Your friend becomes a personal trainer. Would you expect free workouts every week?
- If they opened a restaurant, would you expect a free meal every time you came in?
- They’re a tradie, should they install your new bathroom for nothing?
Probably not. So why do we treat other small business owners differently?
If you wouldn’t expect it from a stranger, don’t expect it from a friend.
Mates Don’t Let Mates Work for Free
Supporting a friend in business doesn’t mean getting a bargain. It means backing them with your words, your wallet, and your willingness to respect their work.
Because real mates pay full price and tell everyone else to do the same.
Have a friend who might need to have the hard conversations?
At Business Life Support, we work with business owners who often struggle to navigate tricky situations like pricing, setting boundaries, and how to say no without damaging relationships. It’s not always easy, especially when mates are involved.
If this article hits close to home, and you know someone who might need help having those tough conversations, feel free to send them our way.
Our Life Support service gives small business owners the tools, clarity and confidence to handle the people side of business with less stress and more support.
Ed Shute is the Founder of Business Life Support. With over 20 years’ experience as a sales and marketing leader, Ed has worked across industries, executive teams, and start-ups to help businesses grow through practical, strategic support. A natural problem solver with a deep understanding of small business realities, Ed created Business Life Support to give owners the guidance, structure, and confidence they need to navigate challenges and take control of their growth.