How to Price Your Services for your Cleaning Business Strategically (Not Emotionally)

If you’re a service business owner trying to figure out what to charge, this blog is for you.

At Venture Mentors, we see too many business owners undercharge out of fear, guesswork, or what others are doing — instead of building a pricing structure based on logic, value, and sustainability.

Pricing isn’t just about what feels fair. It’s about what actually works for your business model, your lifestyle, and your long-term goals.

Let’s walk through what you should actually consider when setting your prices.

1. Stop Copying Your Competitors

Just because the business down the road charges $35/hr doesn’t mean you should.

• You don’t know their costs

• You don’t know their backend

• You don’t know if they’re even profitable

If you charge like them and run your business differently, you’ll either burn out or break even.

Use competitors as a loose guide — but never a blueprint.

2. Know Your Costs Per Job

Before you can price for profit, you need to understand:

• Time on site

• Travel time

• Wages (including super, leave, tax)

• Products and wear-and-tear

• Admin and overhead

Break this down per service, not per week.

Example:

• Bond Clean = 6 hours x 2 staff + 1 hour travel + $15 in product + $60 admin time = $375 base cost

Now add your margin. If your margin is 30%, your minimum charge should be around $535.

3. Consider the Value, Not Just the Time

You’re not selling time. You’re selling:

• The problem you solve

• The result you create

• The experience you provide

Don’t price based on what’s easy for you — price based on what it’s worth to them.

People pay for peace of mind. Clean homes. Quick turnarounds. Less stress. Reliability. Trust.

You can’t charge premium if you’re selling your time. You can if you’re selling outcomes.

4. Build Packages, Not Hourly Rates

Hourly rates create:

• Resentment from clients when things take longer

• A race to the bottom

• Capped earnings

Packages create:

• Clarity for the client

• Room for margin

• A chance to sell the outcome, not the hours

Example:

• “Bond Clean + Oven + Windows” = $650 flat rate

• "Maintenance Clean 3x/month" = $330/month, not $55/hr

You’re now a brand, not a freelancer.

5. Don’t Apologise for Charging More

If you’re offering premium service, you should charge for it. That includes:

• Faster response times

• Better products

• Well-trained staff

• Professional communication

Charge like a business, not a beginner.

The people who argue price often don’t value what you offer anyway.

You’re not here to serve everyone. You’re here to build a business that works for you and attracts clients who respect it.

6. Review and Raise Regularly

Pricing is not one-and-done.

• Costs change

• Skills improve

• Demand increases

Schedule a quarterly review of your pricing. Test new packages. Create upsells. Track your close rate and average client spend.

You’re allowed to evolve.

Final Word: Price With Intention, Deliver With Confidence

Your pricing structure should be built like a system — not based on emotion.

At Venture Mentors, we help you:

• Build profitable pricing that reflects your brand

• Map out packages, upsells, and recurring revenue

• Automate your quoting flow without sounding robotic

• Shift from "worker" to business owner

Need help? That’s what we do.

👉 www.venturementors.com.au

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