Pricing Your Cleaning Services: Strategies to Stay Competitive and Profitable

Have you ever struggled to decide how much to charge for your cleaning services? Setting the right price can be tricky - charge too little, and you won’t make enough profit; charge too much, and you might scare away potential clients.

Finding that perfect balance is key to running a successful and profitable cleaning business. In this blog, we’ll cover different pricing strategies, common mistakes to avoid, and tips to stay competitive in the cleaning industry.

Why Proper Pricing Matters in the Cleaning Business

Your pricing structure affects every part of your business - from how much profit you make to how customers perceive your services. If your prices are too low, you risk overworking yourself without making enough money. If they’re too high, you may struggle to attract clients.

A well-thought-out pricing strategy will:

✔️ Cover all your costs (supplies, labor, insurance, and marketing).
✔️ Ensure you make a healthy profit.
✔️ Keep your business competitive in the market.

Now, let’s explore the different ways to price your cleaning services.

1. Common Pricing Methods for Cleaning Services

There’s no single "best" way to price your services. The right method depends on the type of cleaning business you run and your target clients. Here are three common pricing strategies:

A. Hourly Rate

Charging per hour is a simple and transparent method, often used for smaller jobs or one-time services.

• Best For: Small offices, residential move-in/move-out cleans, and flexible jobs.
• Average Rate: $25 - $50 per hour per cleaner (varies by location and service type).
• Pros: Easy to calculate, ensures you're paid for your time.
• Cons: Clients may question efficiency if jobs take longer than expected.

B. Flat-Rate Pricing

A flat fee is charged based on the job size or service type, regardless of how long it takes to complete.

• Best For: Recurring contracts, commercial cleaning, and deep cleaning services.
• Average Rate: Varies widely - offices may be $300+ per visit, while post-construction cleaning may start at $500.
• Pros: Clients like knowing the cost upfront; more profitable if you work efficiently.
• Cons: If a job takes longer than expected, you may lose money.

C. Square Foot Pricing

Some commercial cleaners charge by square footage, especially for large buildings or ongoing contracts.

• Best For: Office buildings, warehouses, and retail spaces.
• Average Rate: $0.05 - $0.30 per square foot, depending on the job complexity.
• Pros: Works well for large-scale cleaning contracts.
• Cons: Requires accurate estimates to ensure profitability.

2. Factors to Consider When Setting Your Prices

Before finalizing your pricing, take these factors into account:

A. Your Expenses

Make sure your pricing covers all business expenses, including:

• Cleaning Supplies & Equipment – Detergents, vacuums, window cleaning tools, etc.
• Labor Costs – Employee wages, training, and payroll taxes.
• Insurance & Business Licenses – Liability insurance, workers' comp, and permits.
• Transportation Costs – Gas, vehicle maintenance, or parking fees for jobs.

B. Market Research

Look at what competitors in your area charge for similar services. You don’t want to be the cheapest option, but you also need to stay within a reasonable range.

C. Job Complexity

A routine office cleaning is much easier than post-construction cleanup. Charge higher rates for jobs that require extra labor, time, or specialized equipment.

D. Client Type

Larger companies with higher budgets may expect premium pricing, while smaller businesses may need more affordable options. Consider offering different pricing tiers based on service level.

3. How to Stay Competitive Without Undercutting Yourself

Setting competitive prices doesn't mean you have to be the cheapest option. Here are some ways to stand out while keeping prices fair:

A. Highlight Your Value

Clients will pay more for quality service, reliability, and professionalism. Instead of lowering prices, emphasize what makes your business different:

✔️ Trained and experienced staff
✔️ Use of high-quality, eco-friendly cleaning products
✔️ Flexible scheduling and excellent customer service

B. Offer Service Packages

Bundling services can make your pricing more attractive. For example:

• Standard Package – Basic cleaning services (vacuuming, dusting, etc).
• Deep Cleaning Package – Includes carpet cleaning, high dusting, and disinfecting.
• Specialty Services – Window cleaning, pressure washing, or post-construction cleanup.

C. Implement Loyalty Discounts

Encourage repeat customers by offering discounts for long-term contracts or referrals. For example, offer 10% off the first month for new clients who sign a 6-month contract.

4. Common Pricing Mistakes to Avoid

When setting your rates, watch out for these common mistakes:

🚫 Underpricing to Attract Clients – It’s tempting to offer super low rates to get customers, but this can lead to burnout and unsustainable business practices.

🚫 Not Adjusting Prices Over Time – As your costs increase, your prices should too. Review them regularly to stay profitable.

🚫 Failing to Account for Extra Labor – If a job requires extra deep cleaning, stain removal, or hazardous materials, adjust your pricing accordingly.

🚫 Ignoring Overhead Costs – Make sure your rates cover insurance, equipment upkeep, and administrative costs.

5. How to Communicate Pricing to Clients

Once you’ve set your pricing, it’s important to communicate it clearly to potential customers. Here’s how:

A. Be Transparent

Avoid vague pricing that leaves room for misunderstandings. Provide clear estimates with itemized costs.

B. Show Clients What They’re Getting

Instead of just listing a price, explain the value of your service. For example: "Our standard office cleaning package includes dusting, gum removal and window cleaning. We use eco-friendly products and can accommodate after-hours cleaning at no extra charge."

C. Offer Estimates in Person When Possible

Seeing the space in person allows you to give a more accurate quote and discuss any special requests with the client.

Final Thoughts: Finding the Right Price for Your Cleaning Business

Pricing your cleaning services isn’t just about making money - it’s about ensuring long-term success and maintaining customer satisfaction.

By choosing the right pricing model, factoring in expenses, and positioning your services effectively, you can stay competitive while running a profitable business.

If you’re unsure where to start, begin with market research and test different pricing strategies. Over time, you’ll find what works best for your business and customers.

For more tips on growing your cleaning business, visit our website.