How to Set Your Hourly Rate as a Self-Employed Cleaner

A step-by-step method for working out an hourly rate that covers your costs, unpaid time and tax, rather than copying what others charge.

"What should I charge?" is the hardest question for a new cleaner, and most people answer it by looking at what others charge, picking something slightly lower, and hoping. That approach is how providers end up working long weeks for disappointing take-home pay.

A better method starts with your own numbers. Rather than quoting figures that go stale, this guide shows you how to build the calculation yourself using your real costs.

Step 1: Decide what you need to take home

Start with the monthly income you need after tax and costs. Think about rent or mortgage, bills, food, transport, debts and some savings. Then add things employees get automatically but you must fund yourself:

  • Holiday time off
  • Sickness days
  • A pension contribution if you want one
  • A buffer for quiet weeks

Write down a single annual figure you need to earn before tax. Use gov.uk to understand roughly how tax and National Insurance affect profit, or ask an accountant; see National Insurance for the self-employed.

Step 2: Add your business costs

List everything it costs to run your business each year:

  • Products, cloths and consumables
  • Equipment: vacuum, mop systems, caddies, ladders
  • Insurance, if you hold it
  • Phone and any software
  • Vehicle running costs or public transport
  • Training and uniform
  • Accountancy or bookkeeping

See expenses you can usually claim for a fuller list. Total these costs and add them to your target income to get the revenue you must bring in.

Step 3: Count your billable hours honestly

This is where most people go wrong. You are not paid for every hour you are awake and working. Unbillable time includes:

  • Travel between jobs
  • Messaging, quoting and admin
  • Buying supplies
  • Cancellations and gaps in the diary
  • Cleaning your own kit

If you work a standard week, perhaps only a portion is billable. Decide how many hours per week you will realistically be paid for, multiply by the weeks you will work, and you have your annual billable hours.

Step 4: Do the division

Divide required revenue by billable hours. The result is the minimum hourly rate that makes your plan work. It will almost certainly be higher than you expected. That is normal: it is the real cost of working for yourself.

You can express it as a simple formula:

(target take-home + tax and NI allowance + business costs) รท billable hours = minimum hourly rate

Use cautious assumptions for tax, since actual amounts depend on your circumstances.

Step 5: Compare with the local market

Now look at what local providers with similar experience charge. You are not copying them; you are sense-checking. If your minimum is far above what the market pays, you have a few choices:

  1. Reduce costs or travel time.
  2. Increase efficiency, so that you complete more per hour.
  3. Move toward higher-value work: deep cleans, end-of-tenancy, specialist services.
  4. Raise your billable hours by clustering jobs geographically.
  5. Accept that this niche may not support your target and adjust the target.

Browse services on Compito to see how providers present their offers and rates.

Step 6: Build in different rates for different work

Not all cleaning is equal. Consider varying your rate for:

  • Regular maintenance cleans, which are predictable and can be discounted slightly for loyalty.
  • One-off deep cleans, which are harder and more physical.
  • End-of-tenancy, which carries standards and deadlines.
  • Specialist work, such as oven cleaning or carpets, which requires equipment.

Explain clearly in your offers what each includes. Our guide to quoting a job accurately helps you work out time per job.

Step 7: Review regularly

Revisit your rate at least once a year, and whenever your costs jump or you finish more qualifications. See when and how to raise your prices for how to do this without losing regulars.

A word about discounts

Introductory discounts can help a new profile get started, but set an end date, and do not discount below your minimum. A customer who comes for the cheap price may leave for the next cheap price. Value, reliability and good reviews retain better.

Frequently asked questions

Should I charge per hour or per room?

Both are used. Per hour is simplest for regular cleans, while per-job pricing suits one-off tasks you can scope precisely. See hourly rate vs fixed price.

Do I include my travel time?

Think about it explicitly. Some providers include it in their hourly rate; others charge separately. Our guide on charging for travel time and mileage compares the options.

Is it bad to be the most expensive?

Not if you can justify it with reliability, quality and communication. Being cheapest is rarely a durable advantage for a sole trader.

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