My first response to this question is, "Well then why the heck did you ask me to bid on your cleaning?" JUST KIDDING!! I would never really say that, but we've all thought it, right?
The money issue is a big problem for cleaning services because it's always one of the first areas to be cut, whether we're talking residential or commercial cleaning.
What I've found when confronted with this question, is that I need to redirect the prospect to think beyond price. So a comeback you might say is:
"I understand that money is a concern. But let's leave the money question aside for a moment, and let me ask you this -- if you had the money, would you want to move forward?"
Here is another way to say it:
"I completely understand that money is a concern. Aside from this issue, what else might stand in the way of you moving forward?"
Can you see how you've redirected them from just thinking about the price? By asking this type of question, you'll be able to find out whether they would buy if money was not the issue. If that is the case, then you can give them options. All it may take is changing the frequency of certain tasks to get the price down to a more comfortable level, or to get it within their budget.
Don't let the "money" question throw you off or lose the client because you don't know how to respond. Redirect their question to find out if there is anything else standing in their way from going with your service. If money is the only obstacle, then work with them on making sure it's a win-win for you both.