How Much Does Thumbtack Charge Per Lead?

Where these figures come from

Thumbtack does not publish per-trade pricing. The ranges here are compiled from contractor reports and third-party publications and should be read as ranges, not quotes. Prices move with season, market and your own account settings.

What you are actually paying for

The billing unit matters more than the number. Thumbtack charges per customer contact — someone reaching out about a job — rather than selling you a lead record up front or charging a subscription.

Three consequences:

• Your downside is bounded weekly, not annually. No contract means you can stop at any time. That is unusual in this category.
• You do not control the price. It is set dynamically. A category that cost $40 in March can cost $90 in July.
• Customers contact several pros. You are buying a conversation, not an appointment.

Reported cost by job type

• Cleaning — roughly $8–$25 per contact
• HVAC — roughly $35–$90, and strongly seasonal
• Kitchen remodeling — commonly $90–$150 and above
• Overall average across trades — commonly reported in the $35–$60 band

Price tracks job value. That is why a single cross-trade "Thumbtack lead price" is not a useful number, and why comparing platforms on headline cost per lead without naming the trade tells you nothing.

What it costs you per booked job

The contact price divided by your conversion is the real figure:

Cost per booked job = cost per contact ÷ (contact-to-appointment rate × appointment-to-sale rate)

At $45 per contact:

• 1 in 3 booked → $135 per job
• 1 in 6 booked → $270 per job
• 1 in 12 booked → $540 per job

Below roughly a $2,000 average ticket, the third row is a loss once labour and drive time are counted. Above $10,000, even the third row is defensible. Check yours against contractor growth benchmarks and lead costs by trade.

Why two contractors pay very different effective prices

Same sticker, different outcome, and the variables are almost entirely yours:

• Response time. Customers message several pros. Replying in minutes rather than hours changes your close rate more than any pricing lever available to you.
• Category and targeting settings. Broad job-type settings buy contacts you were never going to win.
• Qualification. Asking budget and timeline early stops you spending time on work you would decline.
• Market density. The one variable you cannot change.

How it compares to other lead sources

Thumbtack, Angi, HomeAdvisor, Bark, Porch and CraftJack all sell shared or semi-shared demand at per-lead prices. The structural differences are contract length, billing unit, and whether the customer chooses you or you chase them. Compared in detail: Thumbtack vs Angi, HomeAdvisor cost per lead, and shared vs exclusive leads.

If you want higher intent at a similar billing model, Google Local Services Ads charge per lead but come from someone who searched for your service in your city.

Where BaaDigi fits