Stop Second-Guessing Your Rates: Price with Confidence and Earn What You Deserve!
Have you ever quoted a job and then worried you’d scared off the client?
Perhaps you lowered your price mid-sentence or added a “discount” that wasn’t intended. But today, it’s time to stop that…
In this blog, we’re diving into how to price your services with confidence, clarity, and profitability, especially if you run a service-based business like cleaning.
Whether you’re just getting started or refining your current rates, this guide will help you:
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Calculate rates that reflect your worth
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Handle pricing objections like a pro
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Stop attracting clients who want champagne results on lemonade budgets
Let’s get into it, shall we?
📊 Why Pricing Right Is Non-Negotiable
If your prices don’t fully reflect your costs, time, and value, then let’s be honest, you’re not running a business.
You’re either volunteering your time or funding your client’s lifestyle with your undercharging, and we’re not doing that anymore.
What Happens When Your Pricing Is Off?
❌ Too Low = Burnout. You’ll work more to earn less, and end up resenting your own business.
❌ Too Vague = No Trust. Clients won’t see you as a professional, and (horror) wishy-washy!
✅ Fair & Clear = Paid + Respected. You set expectations, and your business thrives.
Think of your pricing as a trust-builder and a boundary. When you get it right, everyone wins including your energy levels and bank account.
💡 3 Steps to Figure Out Your Pricing Formula
Whether you charge by the hour, per job, or offer packages, the foundation remains the same.
🎯 Step 1: Know Your Numbers
Start with your hourly rate baseline. Factor in:
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Business expenses (supplies, insurance, travel)
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Admin time
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Sick and holiday pay
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Desired working hours
If your current charge rate doesn’t cover those? It’s time for a review.
🎯 Step 2: Add Your Profit Margin
Don’t aim to break even 👉🏼 plan for profit.
A simple formula to get started:
50% wage cost + 30% overhead + 20% profit = Your Rate
It’s not set in stone, but it’s a solid foundation to build from.
🎯 Step 3: Choose the Right Format
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Hourly rates work great for one-off jobs or flexible needs (or for start-ups learning the ropes).
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Packages help set expectations and create consistent income.
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A price per job can simplify conversations and provide clients with clarity.
Each has pros and cons—test what works for your business model and clients.
🗣️ How to Handle “That’s Too Expensive”
Sound familiar? You quote a job, and the client says:
“That seems a bit high…”
Here’s your calm, confident reply:
“Our prices reflect the quality, training, and peace of mind we provide. We’re not just cleaners; we’re professionals”.
✅ You don’t need to justify what you charge.
✅ You don’t need to apologise for what you charge.
✅ You DO need to believe in the value you bring.
Confidence Tips:
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Write and rehearse a pricing script
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Say it out loud until it feels natural to you
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Stop talking after you quote your rate (seriously, let silence do the work 🤫)
Confidence Script Template:
“We include: insurance, training, reliability, and guaranteed cleans.”
Adapt that to your niche. It’s short, solid, and service-focused.
🚫 Stop Attracting Bargain Hunters
If you keep getting clients who haggle, ghost, or question every quote, it’s not them; it’s your positioning.
Clients who pay less often expect more. They can be the most demanding and the least loyal. You deserve better.
So here’s your mindset shift:
Set prices that support your business—not just the client’s budget.
You are not “just” a cleaner (please, please, please ban that sentence from your life!). You are the fourth emergency service. The gift-giver of time. The peace-of-mind provider. Charge accordingly, my love.
📣 Want More Help With Pricing?
Join the community of like-minded cleaning business owners in the Profitable and Productive Cleaner Business Owners (PPCBO) group on Facebook, where we talk formulas, objections, and our real-world wins.
Let’s recap:
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Know your numbers
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Build in profit
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Practice your pitch
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Never apologise for your worth.
Do you learn better with video? Watch 👇🏼
Thanks for being here!
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Until next time,
Stay Sparkling!
K x