How to Charge for Landscaping: A Comprehensive Guide

Charging for landscaping isn’t just about covering costs, it’s about pricing strategically to stay competitive, build trust, and grow profitably. This guide breaks down factors that influence pricing (like project size, complexity, and material quality), compares hourly, flat-rate, and production-based models, and shows how to calculate costs, set profit margins, and adjust pricing over time. Includes estimating tools to help you quote faster and more accurately.

Pricing your services isn’t just a math problem, it’s a strategy.

Whether you're building a new maintenance contract or quoting a high-end outdoor transformation, knowing how to price your landscaping work is key to winning jobs, maintaining profit margins, and building client trust.

In this guide, we’ll walk through pricing models, cost factors, client communication, and legal considerations, so you can charge with clarity and confidence.

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Understanding the Basics of Landscaping Pricing

Landscaping prices fluctuate based on project size, complexity, material selection, and labor. But many contractors still rely on experience and gut feel, which doesn’t scale and can hurt your chances of winning competitive bids.

Here’s why that’s a problem:

• You can’t coach gut feel to new team members.
• You can’t defend hunch-based pricing to clients.

A great example: Rich Landscaping (Seattle) won a million-dollar HOA contract despite quoting 10% higher than the competition. Why? They used SiteRecon property measurements to justify their estimate scientifically, and earned the client’s trust.

It is, therefore, important to make sure that your estimates are scientific and justifiable. Let us now take a look at factors that influence landscaping estimates.

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Factors Influencing Landscaping Costs

Pricing must reflect your actual costs, project complexity, and client expectations. Here’s what to consider:

Size of the Project

Larger properties require more crew hours, materials, and equipment. A full estate redesign is priced very differently than a small backyard refresh.

Complexity

Custom hardscapes, water features, lighting, and exotic plant selections require higher skill and higher rates. (40+ features the key rise in estimating)

Material Quality

Premium stone, rare plants, or eco-friendly components cost more to source and install. Don’t undersell high-spec jobs, quote for quality.

Pro Tip: Use line-item estimates to clearly differentiate between budget and premium options.

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Download the Landscape Estimating Template to structure your pricing by service type.

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Pricing Models in the Landscaping Industry

There’s no one-size-fits-all. Choose a pricing model that fits the job, and the client.

Hourly Rate

Ideal for small, simple tasks like pruning, bed weeding, or one-off visits.

✅ Easy to explain

⚠️ Less predictable for the client

Flat Rate

Works well for projects with a defined scope, like seasonal cleanups or standard installations.

✅ Gives clients cost certainty

⚠️ Risky if scope changes mid-job

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Production Rate-Based Pricing

The gold standard for accurate, scalable estimating. You calculate labor hours using this formula:

Estimated hours = Measurement ÷ Production rate

Then multiply hours by your labor rate for the respective layer or feature of the landscape.

You can download standard production rates here: CLICK HERE

If you’re looking to generate accurate estimates for your business, it all starts with accurate measurements. SiteRecon has measured over a million sites for the top landscaping companies in the United States. Learn More

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How to Charge for Landscaping

When building your price, always factor in:

• Project size and scope
• Design complexity
• Material costs
• Labor hours
• Market rates
• Desired profit margin
• tools tackle/equipment cost

Don’t forget overhead (administrative and supervision, licenses, software, insurance, taxes and statutory compliance costs) and subcontractor fees if applicable.

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Related Blog: Landscaping overhead costs explained

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Setting Your Landscaping Rates

To ensure that your rates are competitive and profitable, it is essential to evaluate your costs and determine your profit margins.

Evaluate Your Costs

Start by calculating:

• Labor and crew wages
• Materials and supplier rates
• Equipment usage and maintenance
• General business overhead (insurance, software, marketing)
• Training, certifications, fuel, permits

Your pricing should always cover costs, but that’s just the starting point.

Determine Your Profit Margin

Profit margins vary, but most successful landscaping businesses aim for 10–20% net profit. Consider:

• Industry standards in your region
• Your risk profile (more complexity = more margin)
• Business growth goals

Review competitor pricing occasionally, but don’t race to the bottom. If you deliver value, you can charge for it.

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Communicating Your Pricing to Customers

Transparency wins trust. Confident pricing helps clients feel like they’re making a smart investment, not just paying for labor.

Be Clear

• Show what's included (materials, labor, service frequency)
• Use plain language, not technical jargon
• Break down phases, milestones, and deliverables

Handle Price Negotiations Professionally

Some clients will ask for discounts. Instead of dropping your price:

• Offer phased options (“Start with X, add Y in spring”)
• Suggest material substitutions
• Bundle services (e.g., mowing + mulch + seasonal cleanup)

Always protect your margin. Negotiation ≠ discounting your worth.

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Adjusting Your Pricing Over Time

You’re not locked in. Smart pricing is dynamic.

When to Raise Prices

• Supplier costs have increased
• Your services are in higher demand
• Your skills or certifications have improved
• You’re adding more value (better equipment, faster turnaround, better reporting)

Communicate increases professionally. Give notice, explain why, and offer options.

Dealing with Market Fluctuations

If demand slows or competition heats up:

• Offer seasonal promotions
• Add low-cost service tiers
• Target new segments (HOAs, commercial, realtors)

Stay flexible, but never sacrifice sustainability.

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Legal and Ethical Considerations in Pricing

You’re not just pricing competitively, you’re pricing fairly and compliantly.

Fair Pricing Practices

No bait-and-switch. No hidden fees. No inflated quotes. Clients will talk, especially when things go wrong.

Legal Obligations

Follow all pricing and contract laws:

• Include sales tax where applicable
• Have the right licenses
• Carry the required insurance
• Use written contracts to prevent disputes

If you’re unsure, consult a legal expert, especially for commercial jobs or public bids.

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Wrapping Up

Charging for landscaping is part science, part positioning.

The more confident you are in your pricing, the more confident your clients will be in hiring you.

So stop guessing. Build pricing that’s structured, transparent, scalable, and defensible.

Try SiteRecon Estimator to generate professional, production-based estimates in minutes.

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FAQs

What’s the best pricing model for landscaping services?

It depends on the job. Use hourly rates for small tasks, flat rates for clear scopes, and production-rate pricing for consistent, scalable estimates.

How do I calculate labor in landscaping?

Use the formula: Labor hours = Area ÷ Production rate. Then multiply hours by your crew's hourly cost to estimate labor expenses.

Can software help with landscaping estimates?

Yes. SiteRecon Estimator helps landscapers generate accurate, scoped estimates tied to mapped property zones. It’s fast, professional, and scalable.

How much should I charge to maintain a lawn monthly?

Pricing depends on size, service frequency, and region. Residential maintenance ranges from $150–$600/month. Use production rates to standardize your pricing.

Should I publish my landscaping prices online?

It depends. Posting general ranges can improve transparency, but keep custom quotes flexible. Use clear estimate templates to showcase pricing breakdowns.