Chapter 11 – Cleaning Extras
Understanding Deep Cleans and Optional Services
Every new client will eventually ask about deep cleaning. They have seen advertisements from larger companies offering deep cleans at premium prices, sometimes double or triple the cost of a regular clean. These companies present deep cleaning as a separate, intensive service that requires extra time, extra staff, and extra money.
Your business operates differently, and this difference becomes one of your strongest marketing advantages.
What You Will Learn
- How to use the first 3-4 cleans as your deep clean strategy
- Why this approach attracts clients and builds loyalty
- Which optional extras are worth offering as your schedule permits
- How to swap specialty services for regular cleans without extra charges
- Whether COVID cleaning services are necessary or effective
- How to price and schedule extras without overwhelming your calendar
The Deep Clean Advantage
How Other Companies Handle Deep Cleans
Most cleaning companies treat deep cleaning as a premium service. They charge significantly more for the first visit, often requiring two or three cleaners to complete the work in one session. The client pays a higher rate and receives what the company calls a thorough, intensive clean.
The problem with this model is simple. Clients often feel they are being charged extra just to bring their home up to a maintainable standard. They see the deep clean as a penalty for hiring a new service rather than a benefit.
Your Approach: Building It In
Your business model eliminates this friction entirely. You do not charge premium rates for deep cleans because you do not offer deep cleans as a separate service. Instead, you bring every new home up to standard over the first three to four regular cleaning visits.
This is not a shortcut or a compromise. This is a smarter, more professional approach that benefits both you and your client.
How the First 3-4 Cleans Work
When you take on a new client, you conduct a walkaround to assess the property. During this visit, you determine whether the home is suitable for your service and estimate how long it will take to bring it up to your maintenance standard.
Visit One: You focus on the most visible and high-traffic areas. This typically includes the kitchen, the main bathroom, and the primary living spaces. These areas receive extra attention because they have the most impact on how clean the home feels. If necessary, you skip secondary bedrooms or less-used bathrooms during this first visit.
Visit Two: You continue working on the main areas while adding one or two additional rooms. The kitchen and main bathroom may still need extra work to remove buildup, but they are now much closer to your regular standard.
Visit Three: By the third clean, most of the home is under your regular maintenance routine. You may still spend extra time in a few neglected areas, but the majority of the property now requires only light, consistent cleaning.
Visit Four: At this point, the entire home is clean and maintainable. Every future visit follows your standard cleaning routine, and each clean takes roughly the same amount of time.
Why This Works
This approach delivers several advantages that separate your business from competitors.
Clients appreciate fairness. They are not charged extra for something that should be standard. You treat the first few cleans as part of establishing the relationship, not as an opportunity to increase your rate.
You control the workload. Instead of spending six or eight hours on a single deep clean, you spread the work across multiple visits. This keeps your schedule consistent and prevents exhaustion.
Efficiency improves naturally. As the home reaches maintenance level, your cleaning time decreases. By the fourth or fifth visit, you are working at full speed with less effort. You earn the same rate while completing the work faster.
Marketing becomes easier. When potential clients ask about your pricing, you can confidently say that you do not charge extra for deep cleans. This simple statement positions you as honest, fair, and customer-focused.
Explaining It to Clients
When a prospective client asks whether you offer deep cleaning, your response should be clear and direct.
“I do not charge separately for deep cleans. When I start with a new client, I bring the home up to standard over the first few regular visits. By the third or fourth clean, your home will be fully maintained, and every visit after that follows the same routine. You pay one consistent rate from the beginning.”
This explanation reassures the client that they will not face surprise charges or hidden fees. It also demonstrates that you have a professional system in place.
Optional Extras: What to Offer and When
Once you have established your regular cleaning routine, clients will occasionally ask for additional services. These extras fall outside your standard cleaning checklist and should always be priced separately.
The key to managing extras is selectivity. You are not required to offer every possible service. You choose which tasks fit your schedule, your skill level, and your business goals.
Common Extras and Pricing Guidance
Oven Cleaning: Cleaning the interior and exterior of an oven is time-consuming and often requires specialty products. This service typically costs between $30 and $50 as an add-on. Many cleaners offer this as a standalone service or as part of a seasonal deep clean package.
Refrigerator and Freezer Interior: Refrigerator cleaning generally costs between $40 and $80 depending on size and condition. This task requires removing all contents, wiping shelves and drawers, and sanitizing surfaces. Clients often request this service before holidays or when moving.
Interior Windows: Window cleaning can be offered for accessible windows only. This service typically adds between $10 and $40 depending on the number of windows. You should avoid offering exterior window cleaning unless you have the proper equipment and insurance.
Baseboards and Trim: Detailed baseboard cleaning goes beyond the light dusting included in your regular service. This task is best offered seasonally or as part of a spring refresh.
Laundry and Linen Service: Changing bed linens, washing towels, or folding laundry are simple additions that many clients appreciate. These tasks take minimal time but add significant perceived value.
Blinds and Curtains: Light cleaning of blinds can be included occasionally, but deep cleaning or washing curtains should be treated as a specialty service.
Cabinet Interiors: Cleaning inside kitchen or bathroom cabinets is ideal for quarterly or biannual requests. This service is time-intensive and should be priced accordingly.
Garbage Bin Sanitizing: Washing and sanitizing indoor or outdoor bins is a quick task that clients value, especially during warmer months.
Services to Avoid or Price High
Some tasks are not worth your time unless the price justifies the effort. If you dislike scrubbing ovens or cleaning refrigerators, price these services high enough to make them worthwhile. If the client agrees, you are compensated fairly. If they decline, you have avoided a task you would rather not do.
You should also avoid tasks that require specialized equipment or training. Carpet shampooing, exterior pressure washing, and gutter cleaning are better left to specialists. Your focus remains on delivering excellent regular cleaning services, not becoming a generalist who offers everything.
The Swap Strategy: Offering Extras Without Extra Charges
Here is a pricing strategy that benefits both you and your clients while maintaining your weekly income.
Let’s say a regular client pays you $140 for a two-hour weekly clean. One week, they ask if you can clean the refrigerator. If you were to charge the refrigerator cleaning as an add-on, you might quote an additional $60, bringing the total to $200 for that visit.
Instead, you offer an alternative. You tell the client that instead of the regular clean this week, you will focus entirely on the refrigerator and freezer. They pay the regular $140 rate, and you spend the full two hours on the specialty task.
Why This Works
The client feels valued. They perceive this as receiving a $200 service for $140. They appreciate the flexibility and feel they are getting exceptional value.
You maintain consistent income. Your weekly rate remains the same. You are not working extra hours or adding complexity to your schedule.
Your workload stays manageable. You are still completing one job per time slot. The task may be different, but the time commitment is identical.
It builds loyalty. Clients remember this kind of flexibility. When they refer friends or family, they mention that you are accommodating and easy to work with.
This strategy works best with established clients who have regular weekly or biweekly schedules. It should not be used for new clients or for tasks that genuinely require more than your standard time slot.
When to Use This Strategy
This approach is ideal when a client requests a time-intensive extra but does not need it in addition to their regular clean. Examples include:
- Refrigerator deep clean
- Oven interior cleaning
- Cabinet interior cleaning
- Detailed baseboard and trim work
- Window washing (interior only)
You would not use this strategy for quick add-ons like changing bed linens or wiping down a dishwasher interior. Those tasks can be completed alongside a regular clean without significantly increasing your time.
Should You Offer COVID Cleaning Services?
During the COVID-19 pandemic, many cleaning companies began advertising specialized disinfection services. These services were marketed as essential for protecting against the virus and often came with premium pricing.
The question you need to answer is whether these services are necessary, effective, or worth offering.
The Science Behind Surface Transmission
Research shows that COVID-19 can survive on surfaces for varying lengths of time, from as short as 30 minutes on paper to as long as seven days on stainless steel, but simple cleaning with soap and water is sufficient to kill the virus and prevent its spread.
Studies found that the virus is inactivated much faster on porous materials like paper and fabric compared to hard, non-porous surfaces like plastic and stainless steel. The reason for this difference is simple. Viruses require moisture to remain viable, and porous materials absorb moisture quickly, causing the virus to dry out and lose infectivity.
Most experts now believe that COVID-19 transmission via contaminated surfaces is probably not a major source of infection, with person-to-person transmission being far more significant.
Why Regular Cleaning Is Sufficient
The key factor in virus survival is moisture. Viruses and bacteria thrive in damp environments but cannot survive on clean, dry surfaces. When you clean a surface properly with soap and water or a standard cleaning product, you accomplish two things. First, you physically remove dirt, debris, and contaminants. Second, you dry the surface, eliminating the moisture that viruses need to remain viable.
Regular cleaning practices using soap and water not only remove dirt and germs but also reduce the spread of COVID-19. A properly executed cleaning routine that includes wiping surfaces and allowing them to dry is nearly as effective as specialized disinfection services.
This means that your standard cleaning service already addresses the primary concern. You do not need to invest in expensive disinfectants, foggers, or electrostatic sprayers. You do not need to charge premium rates for COVID cleaning. Your regular cleaning routine, performed consistently and thoroughly, provides the protection that clients need.
Should You Mention This to Clients?
If a client asks whether you offer COVID cleaning or disinfection services, you can respond honestly and professionally.
“A standard cleaning service that removes dirt and moisture from surfaces is highly effective at reducing virus transmission. Viruses cannot survive on clean, dry surfaces. My regular cleaning routine includes thorough surface cleaning and drying, which addresses the primary concern. Specialized disinfection services are not necessary for most residential properties.”
This response demonstrates that you are informed, professional, and focused on delivering effective results rather than exploiting fears for profit.
If a client insists on additional disinfection, you can offer to use a disinfectant spray on high-touch surfaces like door handles, light switches, and countertops. This takes minimal additional time and can be included in your regular service without a significant price increase.
When Disinfection May Be Appropriate
There are situations where additional disinfection makes sense. If a household member has recently tested positive for COVID-19 or another contagious illness, a more thorough disinfection process may be warranted. In these cases, you should use appropriate personal protective equipment and follow public health guidelines for cleaning after illness.
For most residential clients under normal circumstances, your regular cleaning service is sufficient.
Move-In and Move-Out Cleaning
Move-in and move-out cleans are specialty services that fall outside your regular maintenance routine. These jobs can be lucrative, but they require careful assessment before quoting.
What Makes These Different
An empty property is easier to clean in some ways because furniture and belongings are not in the way. However, move-out cleans often reveal issues that were hidden during occupancy. You may encounter stubborn stains, damaged surfaces, or areas that have been neglected for years.
Always conduct a walkaround before providing a quote. Some move-out cleans are straightforward and take only a few hours. Others require significantly more time or may even need repairs before cleaning can begin.
Typical Move-Out Cleaning Tasks
- Cleaning inside all cabinets, drawers, and closets
- Washing windows, frames, and tracks
- Wiping down walls, doors, and trim
- Deep cleaning kitchens and bathrooms, including appliances
- Vacuuming and mopping all floors
- Removing any remaining debris or trash
Because these jobs are quoted individually, you can price them based on the actual time required rather than fitting them into your standard rate structure.
Airbnb and Short-Term Rental Cleaning
Cleaning short-term rentals is a different business model compared to residential maintenance cleaning. The turnaround times are tight, and the expectations are high. Guests expect the property to be spotless and fully prepared for their arrival.
Typical tasks for short-term rental cleaning include:
- Changing all bed linens and making beds
- Washing and folding towels
- Restocking toiletries, soaps, and paper products
- Cleaning the kitchen and emptying the refrigerator
- Removing all trash and sanitizing bins
- Checking for damage or missing items
Because of the time-sensitive nature of this work, you should charge premium rates. Confirm exact check-out and check-in times with the property owner and build buffer time into your schedule in case the previous guest leaves the property in poor condition.
Scheduling Extras Without Overloading Your Week
Extras can increase your income, but they can also disrupt your schedule if not managed carefully. Many solo cleaners reserve one day per week for specialty services, one-off jobs, and project work.
A common approach is to keep Monday through Thursday for regular maintenance clients and use Friday for extras. This structure protects your core income while creating space for higher-margin specialty work.
If you do not want to dedicate an entire day to extras, you can offer them during open slots in your schedule. For example, if a regular client cancels or goes on vacation, you can use that time slot for a move-out clean or a refrigerator deep clean for another client.
Key Takeaways
- Deep cleans are not separate services in your business model. You bring new homes up to standard over the first 3-4 regular visits at no extra charge.
- This approach is a powerful marketing advantage that differentiates you from competitors who charge premium rates for deep cleans.
- Optional extras should be offered selectively based on your schedule, skill level, and preferences.
- The swap strategy allows you to offer specialty services at your regular rate, providing value to clients while maintaining consistent income.
- Regular cleaning with proper surface drying is highly effective at reducing virus transmission. Specialized COVID cleaning services are not necessary for most residential properties.
- Always conduct a walkaround before quoting move-in, move-out, or specialty cleaning jobs.
- Protect your schedule by dedicating specific days or time slots to extras rather than adding them to an already full calendar.