Pricing is the part of the cleaning business nobody teaches you. You pick a number that feels right, hope the client says yes, and wonder six months later why your margins are razor thin.
Here's the thing: most cleaners undercharge — not because they don't know their worth, but because they don't have a system. They wing it on every quote, and the inconsistency costs them.
Flat Rate vs. Hourly: Pick One and Commit
There are two models. Both work. Mixing them randomly is what hurts you.
Flat rate means you quote a fixed price per job — $180 for a 3-bedroom standard clean, $320 for a deep clean. The client knows exactly what they're paying. You know exactly what you're earning. No surprises.
Hourly means you charge by the hour — $35-60/hour depending on your market. The client pays for however long it takes. This works better for first-time cleanups, hoarder situations, or post-construction cleans where you genuinely can't predict the scope.
The rule: flat rate for recurring and standard jobs. Hourly for unknowns and one-offs. Don't charge hourly for a job you've done fifty times — you're leaving money on the table every time you get faster.
How to Build Your Flat Rate
Start with your hourly cost and work backward:
- Know your real hourly cost: Add up supplies, vehicle costs, insurance, and taxes. Divide by your working hours. If you make $40/hour after expenses, that's your baseline.
- Time the job: How long does a 3-bedroom standard clean actually take you? Not your best day — your average day. For most solo cleaners, it's 2-2.5 hours.
- Do the math: 2.5 hours at $40 = $100 cost. Add your profit margin (30-50%) = $130-150. Add supply costs ($5-10) = $135-160.
- Round up: Clients don't care about $137. Quote $150 or $160. Clean numbers feel more professional.
Now you have a baseline. Adjust up for larger homes, pets, extra bathrooms, and specific client requests.
The Deep Clean Premium
Deep cleans should be 2-3x your standard rate. They take longer, require more supplies, and clients only need them occasionally. Don't discount deep cleans to win business — they're where your best margins live.
A good deep clean quote breaks down the extras:
- Inside oven and fridge: +$40-60
- Inside windows: +$5-10 per window
- Baseboards and light fixtures: +$30-50
- Garage or basement: +$50-100
When you itemize, clients understand why the price is higher. They also appreciate the transparency — and they're more likely to say yes.
When to Raise Your Rates
If you haven't raised rates in 12 months, you've given yourself a pay cut. Costs go up every year — supplies, gas, insurance. Your rates should too.
How to do it without losing clients:
- Give 30 days notice. A simple text: "Starting next month, our standard clean rate is moving to $170 (from $160). We appreciate your business."
- Raise new clients first. Lock in the higher rate for everyone new, then phase in existing clients over 2-3 months.
- Don't apologize. You're not asking permission — you're communicating a change.
Most cleaners lose fewer clients than they expect. The ones who leave over a $10-20 increase were never your best clients anyway.
Stop Quoting From Memory
The fastest way to leave money on the table is to quote inconsistently. If you quoted Sarah $150 for a 3-bedroom last week and then quote Maria $130 for the same job because you forgot your rate — that's lost revenue you'll never get back.
Write your rates down. Better yet, use a tool that remembers them for you. With an AI office manager like Flo, you can say "quote a 3-bedroom deep clean" and get a consistent, professional quote every time — based on your pricing, your history, and your client.
Consistency isn't just about profitability. It's about looking like a professional business, not someone making it up as they go.
The Bottom Line
Price with confidence. Flat rate for standard work, hourly for unknowns. Know your real costs. Break down deep cleans. Raise your rates annually. And stop quoting from memory.
Your time is worth more than you think. Price it that way.