Landscaping Pricing: How to Set Pricing for Landscaping Work

Setting fair, competitive landscaping pricing is one of the most important parts of running a successful landscaping business. Your pricing isn’t just about numbers — it reflects the quality of your work, your experience, and the value your customers can expect.

Whether you offer design, installation, or maintenance services, how you price your work directly impacts your ability to attract new customers, cover your expenses, and grow your profits.

At the same time, pricing for landscaping can feel overwhelming. You want your rates to be competitive, but you also need to account for labor, materials, equipment, and overhead. Underpricing can hurt your bottom line, while overpricing could cost you jobs.

The good news? With the right approach, you can set landscaping pricing that’s clear, consistent, and sustainable. Let’s walk through the essential steps for pricing landscaping work, so you feel confident quoting jobs, building trust with your customers, and setting your landscaping business up for long-term success.

Know what impacts pricing for landscaping

Every landscaping project is different, which means your pricing needs to reflect the unique details of each job. While there’s no one-size-fits-all formula, several key factors will always play a role in determining landscaping pricing:

• Size and complexity of the job: The larger the property, the more time, materials, and labor you’ll need to complete the work. Complex designs, hard-to-reach areas, steep slopes, or custom features like retaining walls can significantly increase the time and resources required. Always consider the full scope of the job when building your estimate.
• Materials and supplies: Whether it’s mulch, sod, stonework, plants, or irrigation components, material costs can add up quickly. Prices often fluctuate based on availability or season. Be sure to research current rates, include all necessary supplies, and apply a fair markup to cover your handling, transportation, and sourcing time.
• Labor costs: Your time and your crew’s time are valuable. When calculating labor, don’t just think about the hours spent on site. Include travel time, setup, project work, and clean-up. You’ll also want to account for wages, payroll taxes, and benefits when determining your hourly labor rate.
• Equipment use: From mowers and trenchers to skid steers and trailers, your equipment plays a critical role in getting the job done efficiently. Whether you own your tools or rent them for larger projects, equipment costs should always be factored into your pricing. This includes wear and tear, maintenance, and replacement expenses.
• Overhead expenses: Many business owners overlook the hidden costs of running a landscaping business. Things like landscaping insurance, fuel, tools, office supplies, and administrative costs are part of every job, even if they aren’t visible to the customer. Including overhead in your pricing ensures you’re covering your true costs and staying profitable.
• Market demand: Your local market can also influence pricing for landscaping. During peak seasons like spring and early summer, when demand is high, your rates may reflect the increased workload and scheduling pressure. In slower months, offering competitive pricing or seasonal promotions can help you stay booked.

A detailed, consistent pricing process gives you the confidence to quote jobs fairly, stay competitive, and ensure your landscaping business remains profitable. The more accurate and transparent your pricing, the easier it is to earn your customers’ trust and grow your reputation.

Choose your pricing method

Here are the most common ways to set pricing for landscaping work:

• Hourly rates: Charging by the hour is ideal for jobs where the scope is hard to predict, such as general yard clean-ups, one-time maintenance, or smaller service calls. When setting your hourly rate, remember to cover more than just wages. You’ll want to account for overhead expenses like fuel, insurance, tools, and a profit margin to keep your business sustainable. Hourly pricing can also be helpful for ongoing contracts where work varies from visit to visit.
• Flat-rate or project pricing: For larger jobs with clear expectations — like installations, landscape design, or hardscape projects — customers often prefer an upfront, all-inclusive price. Flat-rate pricing gives customers peace of mind knowing exactly what they’ll pay, while helping you stay organized and profitable. When quoting a flat rate, factor in materials, labor, equipment, and a cushion for unexpected costs.
• Per-square-foot pricing: This method is useful when property size directly impacts your workload, such as with lawn care, grading, sod installation, or seeding. Charging by the square foot helps standardize pricing and simplifies estimates for both you and your customers. Be sure to adjust rates based on terrain, access, and project complexity.
• Package pricing: Bundling multiple services together — like mowing, trimming, mulching, or seasonal clean-ups — provides clear value for your customers while increasing your revenue per job. Packages encourage repeat business, simplify scheduling, and make it easier for customers to commit to ongoing landscaping services.

Most successful landscaping businesses combine these pricing methods to fit different job types, customer expectations, and market conditions. For example, you might offer hourly rates for maintenance, flat rates for once-off design projects, and package pricing for recurring service contracts.

How to price landscaping jobs accurately

Accurate pricing is one of the most important steps for keeping your landscaping business competitive, profitable, and sustainable. Undercharging cuts into your margins and leaves you scrambling to cover costs. Overcharging can send potential customers to your competitors.

The good news? With a consistent, step-by-step process, you can set pricing for landscaping jobs that reflects your value and protects your bottom line. Here’s how to do it:

Calculate your labor rate

Start by understanding what your time and your team’s time are truly worth. Total up wages, payroll taxes, workers’ compensation, insurance, and overhead costs like office expenses or fuel. Then, add your desired profit margin. Your hourly labor rate should cover all the behind-the-scenes expenses that keep your business running, not just employee wages.

Estimate materials and markup

Materials often make up a big portion of landscaping pricing. Research current prices for everything from plants and mulch to hardscape materials and irrigation supplies. Don’t forget to include delivery fees, waste disposal, and handling time. Once you’ve calculated your material costs, apply a standard markup to cover sourcing, logistics, and ensure you’re building profit into every job.

Account for equipment

Whether you own or rent your tools and machinery, equipment costs should factor into every estimate. Consider fuel, maintenance, repairs, depreciation, and replacement costs. For rental equipment, include the full rental fee plus time for pick-up and drop-off.

Consider job complexity

Not all landscaping jobs are created equal. Difficult terrain, tight access, special requests, or fast turnarounds all increase the time and resources required. Be sure to adjust your pricing to reflect these challenges, so you’re not underestimating the true scope of the work.

Use a landscaping calculator for pricing jobs

For quick, consistent estimates, many landscaping businesses rely on tools like a landscaping calculator. These tools help you estimate pricing based on property size, services needed, and material costs. They’re especially helpful for lawn care, sod installation, or grading projects where square footage drives the price.

Accurate pricing takes practice, and no two jobs are exactly alike. That’s why it’s a good idea to regularly review your pricing process, especially as material costs, wages, or fuel prices change. Staying on top of your costs helps ensure your landscaping pricing remains competitive, sustainable, and profitable.

Why landscaping software makes pricing easier

Pricing landscaping jobs doesn’t have to be complicated. If you’re still relying on handwritten quotes, sticky notes, or guesswork, it’s easy to miss details, and those small mistakes can lead to lost profits or unhappy customers.

That’s where technology comes in. Many landscaping businesses are turning to landscaping software to simplify the way they price, schedule, and manage their work. With the right tools, you can streamline your entire quoting process and feel confident your estimates are accurate and professional.

Thryv®’s comprehensive small business software was designed to help landscaping businesses market, sell, and grow efficiently. Thryv provides nearly all the solutions you need to manage your business, along with free landscaping tools to help you stay organized and work smarter. With Thryv, you can:

Build professional, branded estimates in minute

Present your landscaping business with polished, easy-to-read quotes that reflect your brand and set clear expectations from the start.

Factor in materials, labor, and overhead costs for accurate pricing

With Thryv, you can account for all the moving parts — materials, labor hours, equipment use, and overhead expenses — to ensure your pricing is fair, competitive, and profitable.

Convert estimates to invoices with one click

Once a customer approves your estimate, you can instantly turn it into a branded invoice, saving you time and reducing paperwork.

Let customers approve estimates online

Make it easy for customers to say yes. Thryv lets them review, approve, and sign off on estimates digitally — no printing, scanning, or delays.

Manage your schedule and job history all in one place

Keep your business organized by tracking past jobs, customer details, estimates, and payments — all from your Thryv dashboard.

By using Thryv, you’ll spend less time chasing down paperwork and more time focusing on growing your landscaping business. Whether you’re pricing your first job or managing dozens of projects, Thryv helps you market, sell, and grow — so you can stay competitive and efficient, every step of the way.