How to price your lawn care services

Pricing can make or break your lawn care business. Price too low, and you're working for nothing. Price too high, and you lose customers. Here's how to find the sweet spot.

Understanding your costs

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

Direct costs:

• Fuel (travel and equipment)

• Equipment maintenance and replacement

• Supplies (trimmer line, blades, etc.)

• Labor (if you have employees)

Overhead costs:

• Insurance

• Vehicle payments and maintenance

• Marketing and advertising

• Software and tools

• Your own salary

Time costs:

• Travel time between jobs

• Setup and cleanup time

• Administrative time

Per-visit vs. monthly pricing

Two main approaches, each with pros and cons.

Per-visit pricing

Pros:

• Simple for customers to understand

• Fair for varying service frequency

• Easy to quote one-time jobs

Cons:

• Revenue fluctuates with weather and seasons

• Customers may skip visits to save money

• More invoicing and payment tracking

Monthly pricing

Pros:

• Predictable, stable revenue

• Customers committed to regular service

• Easier cash flow management

• Incentivizes customer loyalty

Cons:

• Must calculate annual visits accurately

• May under-charge if lots need extra work

• Harder to adjust for seasonal changes

How to calculate your prices

Step 1: Determine your hourly rate

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 needed

Example:

• Target income: $60,000 + Overhead: $20,000 = $80,000

• 1,500 billable hours per year

• $80,000 / 1,500 = $53/hour minimum

Step 2: Estimate time per job

Break down each service by time required:

• Small lot (under 5,000 sq ft): 20-30 minutes

• Medium lot (5,000-10,000 sq ft): 30-45 minutes

• Large lot (10,000+ sq ft): 45-90 minutes

Add travel and setup time (typically 10-15 minutes).

Step 3: Price by lot size

Sample pricing (adjust for your market):

• Small lot: $35-50 per visit

• Medium lot: $50-75 per visit

• Large lot: $75-125+ per visit

Pricing additional services

Expand revenue with add-on services:

Typical add-on pricing:

• Edging: Included or +$10-15

• Hedge trimming: $50-150 depending on size

• Leaf removal: $75-200 depending on volume

• Fertilization: $50-100 per application

• Aeration: $75-150

Seasonal pricing adjustments

Lawn care is seasonal. Plan for it.

Peak season (spring/summer):

• Standard pricing

• Weekly or bi-weekly service

Off-season (fall/winter):

• Offer fall cleanup packages

• Reduce frequency, maintain relationship

• Promote seasonal services (leaf removal, prep)

Raising prices

Review prices annually. When increasing:

Best practices:

• Give 30-60 days notice

• Explain rising costs (fuel, insurance, etc.)

• Offer loyal customer benefits

• Time increases with renewals, not mid-season

Key takeaways

• Know your costs before setting prices

• Monthly pricing creates stable revenue

• Price by lot size and time required

• Add-on services increase revenue per customer

• Review and adjust prices annually