Pricing Your Landscape Services – Are You Charging Too Little?

The Real Reason Many Landscape Businesses Struggle Financially

If you’re working long hours but still struggling to make a sustainable profit, you’re not alone. One of the biggest challenges in the landscape industry is pricing services correctly—and getting clients to pay what they’re worth.

Let’s unpack the most common pricing mistakes and how to fix them.

Basing Prices on Competitor Rates Instead of Costs

It’s tempting to look at what others are charging and set your prices accordingly. But here’s the problem:

You don’t know their expenses, overheads, or profit margins.
They may be undercharging too—following them only makes the problem worse.
Your business structure, service quality, and expertise are unique—so your pricing should be, too.

Instead, you need to calculate pricing based on your own costs and ensure that every project covers not just materials and labor, but also profit.

Giving Away Design Work for Free

Too many landscape professionals roll design into the overall project cost instead of charging for it separately. But think about it—do architects design homes for free?

Your design skills are what make projects successful. Charging separately for design helps:

 Filter out time-wasters who just want free ideas
 Ensure your expertise is valued as a standalone service
Generate revenue from clients who might not proceed with full installation

A simple way to start? Introduce a consultation fee. Even a small charge filters out those who aren’t serious.

Undervaluing Project Management Time

Many designers and contractors charge only for visible work—planting, paving, construction. But what about:

Time spent answering client emails?
Coordinating with suppliers and contractors?
Site visits, troubleshooting, and last-minute adjustments?

If you’re not factoring in the hidden hours you spend on a project, you’re working for free. That’s why a pricing structure needs built-in contingencies and admin fees.

Fear of Raising Prices

One of the biggest roadblocks I see is business owners afraid to charge what they’re worth because they think clients won’t pay. But in reality:

 Cheap clients are the hardest to work with.
The right clients expect (and appreciate) fair, professional pricing.
Higher prices allow you to do better work, take on fewer projects, and avoid burnout.

If you’ve been charging the same rates for years, it’s time to test a price increase. Try raising prices with new clients first—chances are, they won’t even blink.

Want to Get Paid What You’re Worth? Let’s Fix Your Pricing Together.

I mentor landscape designers and contractors who are serious about building a profitable business. If you’re ready to price with confidence and attract clients who value your work, I’d love to help.

It’s time to stop undercharging and start building a business that pays you what you deserve.