How to price your cleaning services

Pricing is one of the most important decisions in your cleaning business. Get it right, and you build a profitable business. Get it wrong, and you work hard for little reward.

Understanding your costs

Before setting prices, know exactly what each job costs you.

Direct costs:

• Labor (your time or employee wages)

• Supplies (cleaning products, equipment)

• Transportation (fuel, vehicle wear)

Overhead costs:

• Insurance (liability, workers comp)

• Marketing and advertising

• Software and tools

• Phone and communication

• Administrative time

Hidden costs:

• Travel time between jobs

• Supply restocking time

• Quote and estimate time

• Customer communication

Flat rate vs. hourly pricing

Both models work. Choose based on your market and business style.

Flat rate pricing

How it works:

• Fixed price based on home size/type

• Same price regardless of time spent

• Often priced by bedroom/bathroom count

Pros:

• Customers know exact cost upfront

• Rewards efficient cleaners

• Easier to quote and sell

• Predictable revenue

Cons:

• Risk if jobs take longer than expected

• Harder to account for extra-dirty homes

• Must estimate accurately

Hourly pricing

How it works:

• Charge per hour of cleaning time

• Bill actual time spent

• May include minimum hours

Pros:

• Fair for varying job complexity

• Protected if jobs take longer

• Simple to calculate

Cons:

• Customers may feel uncertain

• Pressure to work slowly

• Harder to quote upfront

How to calculate your prices

Step 1: Determine your hourly cost

What do you need to make per hour to be profitable?

Formula:

• Target annual income + overhead costs = Total needed

• Total needed / billable hours per year = Hourly rate

Example:

• Target income: $50,000 + Overhead: $15,000 = $65,000

• 1,200 billable hours per year

• $65,000 / 1,200 = $54/hour minimum

Step 2: Estimate time per job

Use historical data or industry standards.

Typical time estimates:

• Studio/1BR apartment: 1-1.5 hours

• 2BR/1BA house: 1.5-2 hours

• 3BR/2BA house: 2-3 hours

• 4BR/3BA house: 3-4 hours

Factors that add time:

• Extra bathrooms (+15-30 min each)

• Pets in home (+15-30 min)

• Heavy clutter (+30 min)

• Deep clean add-ons (+1-2 hours)

Step 3: Set your base prices

Sample residential pricing:

• 1BR/1BA: $80-120

• 2BR/1BA: $100-150

• 3BR/2BA: $130-200

• 4BR/3BA: $180-280

Adjust based on your market and costs.

Pricing add-on services

Expand revenue with profitable add-ons.

Common add-ons:

• Inside refrigerator: $25-40

• Inside oven: $25-40

• Interior windows: $5-10 per window

• Laundry (wash/fold): $20-30

• Dishes: $15-25

• Organizing: $30-50/hour

Discounts for recurring customers

Recurring customers are worth more. Price accordingly.

Typical discounts:

• Weekly service: 15-20% off

• Bi-weekly service: 10-15% off

• Monthly service: 5-10% off

Why discounting works:

• Lower customer acquisition cost

• Predictable, recurring revenue

• Reduced scheduling gaps

• Customer loyalty

Pricing deep cleans and specialty services

One-time services should be priced higher.

Deep clean pricing:

• 1.5x to 2x regular cleaning price

• Or hourly rate plus materials

• Minimum booking amount

Move-out cleaning:

• Based on square footage

• Include all appliances

• May require walkthrough quote

Post-construction:

• Higher rates (1.5-2x regular)

• Include detail work

• Multiple visits may be needed

Raising your prices

Review and adjust prices annually.

When to raise prices:

• Your costs have increased

• You're booked solid

• Market rates have risen

• You've improved quality

How to raise prices:

• Give 30-60 days notice

• Explain the reasons briefly

• Grandfather loyal customers if desired

• Apply to new customers immediately

Key takeaways

• Know your costs before setting prices

• Choose flat rate or hourly based on your market

• Price based on time estimates and profit needs

• Offer discounts for recurring service

• Add revenue with add-on services

• Review and adjust prices annually