Great point, Joey
I thought the same thing when I first got the suggestion from Chuck. Look, no matter what the soil level, if they are using a cleaner already, you have to find a way to be a better choice.
Soil removal is something easy to see (and at least for me, the most personally rewarding to "beat the other guy" at). But once you get past that, the best commercial jobs are the well maintained ones, not the restorative ones.
Now to your question: Is price the issue? Often it is, to be fair. We all look for the best price when nothing else can be used for measurement.
But don't walk away from "clean carpet".
Maybe its newly installed (we want to get it started right!)
Perhaps the cleaning job is good, but the service is bad. (The guy has an old truck mount that breaks down all the time, and he has to reschedule alot. Or maybe he won't work at a time more convenient for the client, and they have to have high cost employees, or themselves, present at time that is good for the cleaner, but bad for the client.)
Good service is harder to find than "best price" or "best quality".
Also, the carpet might look clean when you are there, but how long does it stay clean? How many times a year does the competition have to clean it to stay at an acceptable level? Is it clean for four or five days, then unacceptable until the next month? Does your work keep it looking good at least half, if not more of the time in that cycle?
So, once again, try to look beyond cleaning for people who don't appreciate a good looking establishment and therefore are the LEAST likely to pay a fair price, and look to cleaning "maintainable" carpet.
I can say this: The cleaners I know who have done well (and make the most money) in the commercial carpet cleaning segment focus on these type of accounts, rather than the ones that require major restoration each time they do the cleaning.
PS: Funny story (or a cautionary tale) A cleaner I know lost a fantastic, upscale hotel account because his employee wore a t shirt with a very foul saying on it and it drew the ire of a major client of THEIRS. The other cleaner who had been patiently calling on and following up on the account got it that day, and has kept it since, at a slightly higher (and profitable) price.