Are You Underpricing Your Cleaning Business Services?

It’s a common mistake for many new (and even seasoned) cleaning business owners to underprice their services. There’s a belief that offering lower rates is the key to quickly gaining clients, especially when you’re just starting out. It’s easy to fall into the mindset that being cheaper makes you more competitive and attractive to potential clients.

But here’s the hard truth: pricing your services too low isn’t a strategy that will attract the right kind of clients—those who appreciate the quality, reliability, and expertise you bring to your cleaning business.

What you’ll attract instead are price shoppers—clients who are only concerned with getting the lowest possible deal. These clients are not focused on the value, results, or attention to detail that you put into your work. They’re simply looking to save money, and in doing so, they often come with unrealistic expectations.

Price shoppers tend to push boundaries by asking for more than what was agreed upon, without offering to pay extra for the additional work. Even worse, they can be quick to complain or leave negative reviews when things don’t go exactly their way, further damaging your business’s reputation.

In my experience, clients who are primarily motivated by price will always demand more for less, leaving you overworked and underpaid. And this can quickly lead to frustration, burnout, and an unsustainable business model. Instead of creating a client base that respects your time and skill, you’re left with people who are only interested in getting a discount, and that doesn’t foster long-term, profitable relationships.

Another major pitfall that leads to undercharging is trying to do too much. Many cleaning business owners, especially when they’re new, feel like they need to offer an exhaustive list of services to stand out. They overload their cleaning checklists with tasks, thinking the more they offer, the more likely they’ll win over clients. But this approach usually backfires. Instead of impressing your clients, you’ll end up exhausting yourself with work that’s underpriced and undervalued. It’s not sustainable to take on an extensive cleaning checklist for a low rate, and it’s certainly not a strategy that leads to profitability.

When you try to clean everything, you stretch yourself too thin, leading to lower-quality work. Instead of adding extra tasks, focus on simplifying your cleaning checklist. A streamlined service offering, where you excel at delivering exceptional results on a select few services, will always be more valuable than offering an overwhelming list of tasks that undercuts your time and energy. Quality over quantity is key here. Clients are more likely to appreciate—and pay more for—a job done exceptionally well than a long list of mediocre services.

By underpricing your services, you're not just lowering your earnings—you’re undervaluing your time, energy, and the quality of your work. It’s important to recognize that your business isn’t just about providing cleaning services; it’s about delivering a service that offers real value to your clients, helping them reclaim their time, and enhancing their living spaces. When you charge what you're truly worth and set boundaries on what you offer, you create a business that’s sustainable, profitable, and built on mutual respect between you and your clients.

No cleaning checklist? No worries! I’ve got you covered with my How To Start a House Cleaning Business Start-Up Guide. It’s packed with ready-to-use checklists and all the essential forms you need to run a smooth, profitable cleaning business. Even if you’ve already started, this guide will help you streamline your operations and grow your business. It also comes with an instructional video that walks you through how to use the forms to attract high-paying clients and build a successful, sustainable business. As a bonus, I’ve included my Quick Guide to Pricing Cleaning Jobs to help you price your services for maximum profit!

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For over 30 years, Trisha built and ran her own successful cleaning business, handpicking her schedule and consistently earning $5,000+ a month—all while working part-time as a solo cleaner. Now, she’s here to help you do the same! Whether you’re just starting solo or already have a small team, Trisha’s vast experience can help you grow your business and boost profits without adding more hours. She'll teach you how to avoid common mistakes new cleaning business owners make and run your business profitably from day one. With over three decades of experience, learning from Trisha is the fastest, most reliable way to launch or scale your thriving cleaning business!