How to Price Your Cleaning Business
Pricing is the #1 struggle for cleaning business owners. Charge too little and you burn out. Charge too much and you lose bids. This guide gives you the exact formulas, rate cards, and strategies used by profitable cleaning companies in 2026.
Pricing Cheat Sheet
Know Your True Costs
Before you can set profitable prices, you need to know exactly what it costs you to clean. Most cleaning businesses underestimate their costs by 20–40%, which is why they struggle to turn a profit.
Direct Costs (Per Job)
| Cost Category | Solo Operator | With Employees |
|---|---|---|
| Labor (per hour) | $0 (your time) | $15 – $25/hr |
| Payroll taxes & workers comp | — | $3 – $6/hr |
| Cleaning supplies | $3 – $8/job | $3 – $8/job |
| Gas / mileage | $5 – $15/job | $5 – $15/job |
| Equipment wear | $1 – $3/job | $1 – $3/job |
Overhead Costs (Monthly)
| Expense | Monthly Range | Per-Job Equivalent* |
|---|---|---|
| General liability insurance | $50 – $150 | $2 – $5 |
| Vehicle insurance (commercial) | $100 – $250 | $3 – $8 |
| Phone / internet / software | $50 – $150 | $2 – $5 |
| Marketing / ads | $100 – $500 | $3 – $15 |
| Accounting / bookkeeping | $50 – $200 | $2 – $6 |
| Uniforms / branding | $20 – $50 | $1 – $2 |
* Based on 30–50 jobs per month
The Pricing Formula
Here's the formula used by profitable cleaning businesses:
Price = (Total Cost per Job) ÷ (1 − Target Margin)
Example: $80 cost ÷ (1 − 0.30) = $114 price → 30% profit margin
Worked Example: 3-Bedroom House
In this example, you'd quote $150–$160 for a standard clean of an 1,800 sqft, 3-bed home. That's competitive in most US markets while maintaining healthy margins.
Build Your Rate Card
A rate card standardizes your pricing so every quote is consistent. Here's a template based on 2026 market rates:
Residential Rate Card
| Service | 1-2 Bed | 3 Bed | 4+ Bed |
|---|---|---|---|
| Standard Clean | $100 – $150 | $140 – $200 | $180 – $280 |
| Deep Clean | $180 – $260 | $240 – $350 | $300 – $450 |
| Move-Out Clean | $200 – $300 | $280 – $400 | $350 – $500 |
| Post-Construction | $250 – $400 | $350 – $550 | $450 – $700+ |
Add-On Services
| Add-On | Price | Time Added |
|---|---|---|
| Inside oven | $25 – $50 | 20–30 min |
| Inside refrigerator | $25 – $45 | 20–30 min |
| Inside windows (per window) | $5 – $10 | 5–10 min |
| Laundry (wash/fold) | $15 – $30 | 30+ min |
| Organizing (per room) | $30 – $60 | 30–60 min |
| Wall washing (per room) | $20 – $40 | 20–30 min |
| Garage sweep/clean | $30 – $75 | 30–60 min |
| Pet hair surcharge | $15 – $30 | 15–30 min |
Frequency Discounts
| Frequency | Discount | Why It Works |
|---|---|---|
| One-time | 0% | Full price, no commitment |
| Bi-weekly | 5 – 10% | Recurring revenue, steady schedule |
| Weekly | 15 – 25% | Lower per-clean time, guaranteed income |
| Monthly | 0 – 5% | Home gets dirtier, so it takes longer |
Weekly and bi-weekly clients are the backbone of a profitable cleaning business. The discount is worth it because: homes stay cleaner (faster to clean), schedules fill up, and revenue is predictable.
Choosing a Pricing Model
| Model | Best For | Pros | Cons |
|---|---|---|---|
| Per Square Foot | All property types | Most accurate | Need sqft data |
| Flat Rate (room-based) | Residential | Easy for clients | Risk of undercharging |
| Hourly | Specialty work | Simple | Unpredictable for clients |
| Tiered Packages | Marketing focus | Easy upsell | Rigid scope |
The Best Approach: Hybrid Pricing
The most successful cleaning businesses use a hybrid approach:
Calculate internally using per-sqft rates
Use square footage as your pricing base. This is for your eyes only.
Apply modifiers
Adjust for bathrooms, condition, pets, frequency, and cleaning type.
Present a flat-rate quote to the client
Clients want a simple number. "Your bi-weekly standard clean is $165."
Profit Margin Targets
| Business Type | Target Margin | Revenue Needed* |
|---|---|---|
| Solo operator | 40 – 60% | $4,000 – $8,000/mo |
| 1–3 employees | 25 – 35% | $10,000 – $25,000/mo |
| 5+ employees | 20 – 30% | $30,000 – $80,000/mo |
| Franchise | 15 – 25% | $50,000 – $150,000/mo |
* Revenue needed for a sustainable full-time income after expenses
When and How to Raise Prices
When to Raise
- You're turning away jobs due to full schedule (demand > supply)
- Your costs have increased (insurance, gas, wages)
- You haven't raised prices in 12+ months
- Your margins have dropped below target
- You've added certifications or upgraded equipment
- Market rates have increased around you
How to Raise (Without Losing Clients)
Give 30 days notice
"Effective [date], our standard cleaning rate will increase by $15. This reflects increased costs for supplies, insurance, and maintaining our quality standards."
Raise 5–10% at a time
Smaller, annual increases are accepted better than large jumps. $10–$20 on a $180 clean is reasonable.
Add value simultaneously
Introduce a new service, upgrade supplies to eco-friendly, or add a free add-on to soften the increase.
Start with new clients
Apply new rates to new clients immediately. Phase in existing clients over 1–2 months.
Expect to lose 5–10% of clients on any price increase. That's normal and healthy — those are usually your most price-sensitive, least profitable clients.
7 Pricing Mistakes to Avoid
Pricing by gut feel
"I think $120 sounds right" is not a pricing strategy. Use the formula: calculate costs, add target margin.
Fix: Track every expense for one month, then recalculate all your prices.
Matching the cheapest competitor
The cheapest cleaner in town is usually unprofitable, uninsured, or both. Competing on price is a race to the bottom.
Fix: Compete on reliability, quality, and professionalism instead. Price in the top 30% of your market.
Forgetting to charge for drive time
A 30-minute drive each way is an hour of lost cleaning time. That's $30–$50 you're not billing.
Fix: Cluster jobs geographically. Add a travel surcharge for distant jobs ($15–$30).
No minimum charge
A 500 sqft studio at $0.12/sqft = $60. Your setup, travel, and supplies cost more than that.
Fix: Set a minimum of $80–$120 for any job. Communicate it upfront.
Giving quotes without seeing the property
"It's a 3-bedroom" could mean a tidy 1,500 sqft or a cluttered 2,800 sqft with pets.
Fix: Request sqft, photos, or do a quick video walkthrough before quoting.
Discounting to win every job
Offering discounts to anyone who pushes back trains clients to always negotiate.
Fix: Stick to your rate card. Offer value (free add-on) instead of discounts.
Not reviewing prices annually
Costs go up 3–5% per year. If your prices don't, your margins shrink every year.
Fix: Schedule an annual price review every January. Adjust by at least inflation (3–4%).
Free Pricing Calculator
Skip the spreadsheets. Our cleaning cost calculator applies all the pricing logic from this guide — per-sqft rates, modifiers for bathrooms and condition, frequency discounts — and generates professional quotes instantly.
Calculate Your Cleaning Prices
Enter property details and get an instant price based on 2026 market data. Perfect for building your rate card.
Try the Free CalculatorFrequently Asked Questions
How much should I charge for house cleaning?
Most residential cleaning businesses charge $120–$250 per visit for standard cleaning, or $0.08–$0.15 per square foot. Deep cleaning runs $200–$400+. Calculate your total costs, add a 25–40% margin, then compare with your local market. Use our calculator for instant pricing.
What profit margin should a cleaning business target?
Solo operators should target 40–60% margins. Businesses with employees target 25–35% after all expenses including labor, supplies, insurance, and overhead. Always calculate margin after paying yourself a fair wage for any cleaning hours you work.
Should I charge hourly or per square foot?
Per-square-foot pricing is more accurate and profitable. Use sqft rates internally to calculate fair prices, then present clients with a simple flat-rate quote. Hourly pricing punishes efficient cleaners and creates unpredictable bills for clients.
How do I price commercial cleaning contracts?
Use per-sqft rates ($0.05–$0.20/sqft for commercial). Factor in frequency, facility type, and special requirements. Offer 10–15% discounts for 12+ month contracts. Always include a detailed scope of work specifying exactly what's included.
When should I raise my cleaning prices?
Raise prices annually (at minimum), when you're turning away work, when costs increase, or when your margins drop below target. Give 30 days notice, raise 5–10% at a time, and add value to soften the increase. Expect to lose 5–10% of clients, usually the least profitable ones.
How much should I charge for deep cleaning?
Deep cleaning typically costs 1.5–2.5× your standard rate. For a home that costs $180 to standard clean, charge $270–$450 for deep cleaning. Always do a photo walkthrough or in-person assessment before quoting — condition varies enormously.
Stop Guessing, Start Profiting
Use our free calculator to price your cleaning services with confidence. Based on the formulas in this guide.