How to make money as an IT and web specialist in Bulgaria

If you are an IT or web specialist in Bulgaria and want to earn extra money alongside a job or build a full-time business, this guide describes realistic customer sources, how to price your work, what the first customers usually look like, the checks to do before taking payment, common early problems, and how a Websta profile can help you present services and receive card payments to your own bank account.

Updated October 21, 2026

Where paying customers actually come from

Local paying customers rarely appear out of nowhere. Expect a mix of nearby contacts and people who find you online. Typical sources are neighbours and local small businesses that need site fixes or IT support, colleagues and former clients from workplaces, parents and staff at schools and kindergartens who need websites or help with software, and people who search for services online. Word of mouth remains important in towns and villages - a single recommendation can lead to several small jobs.

Online platforms and marketplaces also matter. People post short tasks or search by service and location to find providers. Being visible where they look - Google, Facebook groups, specialised forums and local marketplaces - increases chances of customer contact. Cold outreach to small businesses by email or phone can work but usually requires a clear, short offer and follow-up.

  • Neighbours and local small businesses
  • Colleagues, former employers and workplaces
  • Parents and school staff
  • Online search, social media and marketplaces
  • Word of mouth and local recommendations

How to set your first price and talk about money

For a first price, start by estimating how long a task will take on a realistic pace, not your best-case speed. Convert time into an hourly rate or present a fixed price for a clearly defined scope. Make sure your initial price covers your taxes, social contributions and any platform fees, plus a buffer for unexpected extra work.

When you talk money, be direct and frame the offer: what you will deliver, how long it takes, the total cost, and what is outside the price. For small jobs ask for a partial payment or deposit before starting, and state your revision policy. Use written offers or messages that clients can refer to. If a client asks to renegotiate, explain which parts would need extra payment.

  • Estimate time, then set hourly or fixed price
  • Include tax and contribution estimates in your calculation
  • Ask for a deposit on small projects
  • Put scope and extras in writing

What the first ten customers usually look like

The first ten customers are often a mix of acquaintances and low-risk local businesses. Expect friends and family, neighbours who need a simple site or PC help, small shops wanting an online menu or contact page, freelance photographers or hairdressers who need an online booking or portfolio, and one-off task posters from local marketplaces. Many early jobs are small, repeatable tasks rather than large contracts.

These customers give you practical experience: communicating scope, estimating time, and handling payments. They may also give feedback and references that help you win the next customers. Treat early jobs as opportunities to refine a standard service package you can present again.

  • Friends, family and neighbours
  • Local microbusinesses and sole traders
  • Freelancers needing portfolios or booking
  • Task posters from marketplaces

What to sort out when taking money as an independent person in Bulgaria

Every country has rules. If you are unsure about registration, VAT, or social contributions, ask the National Revenue Agency - Национална агенция за приходите (NRA). Practical questions to ask include: do I need to register as a sole proprietor or other legal form for my expected income, when do I need to register for VAT, what are my tax filing deadlines, and how do I report income from card payments.

Ask the National Social Security Institute about health and pension contribution rules for self-employed people and how contributions are calculated. If you plan to accept card payments, check with your bank or payment provider about any reporting or account requirements. If you need legal certainty, consult a local tax adviser or accountant who understands small IT businesses.

  • Ask NRA: registration, VAT thresholds, filing deadlines and reporting
  • Ask National Social Security Institute: social and health contributions
  • Check with your bank or payment provider on account requirements
  • Consider a local accountant for detailed advice

What tends to go wrong in the first months

Common problems are underpricing, scope creep, missed deadlines, and poor bookkeeping. New providers often accept vague requests without clear scope, then spend extra unpaid time. Late or missed payments are frequent - set clear payment terms and use invoices. Not tracking income and expenses makes tax time stressful.

Marketing mistakes also slow growth: relying on a single channel, sending long technical messages instead of simple offers, or not asking satisfied clients for referrals. Expect a learning curve on customer communication and time estimation.

  • Underestimating time and undercharging
  • Lack of written scope - leads to unpaid extra work
  • Late payments - use deposits and invoices
  • Insufficient bookkeeping and tax preparation
  • Relying on one marketing channel

How a Websta profile fits into this work

A Websta profile acts like a simple website you can send to clients and share on social media. It lists your services, prices, photos, a contact form and online booking. Websta also runs a marketplace where people nearby find providers by service and place and can post tasks for providers to make offers on.

Card payments from customers are paid out to the provider's own bank account through Stripe, and the provider sets their prices. Use the profile as a single reference link in messages, proposals and social posts. Being discoverable on a marketplace and having an online booking option reduces friction for clients, but it does not guarantee customers - you still need outreach and follow-up.

  • A shareable page with services, prices and booking
  • Listed in a marketplace where people post tasks
  • Card payments paid out to your bank account through Stripe
  • You set your own prices

Practical next steps

Decide which small, repeatable services you will offer - eg site fixes, simple portfolios, maintenance or hourly support - and create a short written offer for each. Set a first reasonable price that covers your costs and time. Make a Websta profile and use it as the link in outreach messages and social posts. Ask early clients for feedback and referrals, and keep simple records of income and expenses from day one.

If you are unclear about registration, VAT or mandatory contributions, contact NRA and the National Social Security Institute and, if needed, hire a local accountant for the first months. Expect steady effort rather than instant results; clarity in scope, clear prices and reliable communication shorten the path to regular work.

  • Define 2-3 repeatable services and written offers
  • Set a price that covers time, tax and fees
  • Create a Websta profile and share the link
  • Track income and expenses from the first job
  • Contact NRA or a local accountant for specific legal questions

Frequently asked questions

Do I need to register a business to take small IT jobs in Bulgaria?
Ask the National Revenue Agency (NRA). Specifics depend on your expected income and work pattern. Ask NRA whether you must register as a sole proprietor, when VAT registration is required, and how to report occasional income.
How should I ask for payment for a one-off website or support job?
Provide a short written offer with scope, total price, timeline and what is extra. For one-off jobs ask for a deposit and send an invoice. State payment terms and methods up front.
Can I use a Websta profile to accept card payments?
Yes. Websta profiles include online booking and card payments paid out to your own bank account through Stripe. You set your prices.
What is the easiest first service to offer as a side-income?
Start with small, repeatable tasks like site fixes, updates, basic portfolio sites or hourly IT support. These let you estimate time and create a clear price.
Who can help me with taxes and social contributions?
Contact the National Revenue Agency and the National Social Security Institute for official answers. For personalised help, hire a local accountant familiar with small IT businesses.

About the numbers

Counts in this guide were read from the Websta catalogue when the text was written and are refreshed above from the live catalogue. Part of the catalogue was built from the public business register and is marked as such on each profile.

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