How to Get Cleaning Contracts and Grow Your Commercial Client List

Successful businesses in the commercial cleaning industry need cleaning contracts and a steady stream of new clients to thrive. But finding new customers can be challenging, especially when trying to secure recurring services. So, how do you discover prospects or find open bids for cleaning contracts? How can you persuade businesses to sign cleaning contracts?

Consider this your complete guide to expanding your commercial cleaning business. Learn effective strategies for obtaining commercial cleaning contracts and finding new clients for your janitorial services. These proven tips will help your company attract potential customers and secure more contracts, driving business growth.

How To Grow Your Cleaning Client List

In the cleaning industry, the technically acceptable bid typically wins the cleaning service contract. Your clients—and your potential customers—are constantly shopping the market for the best value relative to their contract needs. That’s why implementing tactics to retain and expand your client base is critical. Here are effective strategies to find new customers:

Develop a Website That Drives Traffic

Today’s businesses need more than just a basic website. Commercial cleaning companies must be easily discoverable online. Their sites should be user-friendly and compelling. Otherwise, potential clients will seek cleaning services elsewhere.

Your online presence creates that crucial first impression about your commercial cleaning business. Your website should be visually appealing while incorporating sophisticated marketing tactics, including search engine optimization best practices. This specialized work can be complex, so outsourcing marketing services often represents a wise investment.

Utilize Social Media for Lead Generation

A professional website forms just one component of your digital presence. Leveraging social media platforms helps promote your brand and connect with new customers. Instagram, Facebook, X and other channels can attract potential clients while serving as recruitment tools for cleaning staff.

Create engaging posts showcasing your commercial cleaning services, promote special offers, highlight positive Google reviews and display before-and-after cleaning results. Connect with prospects through compelling content they’ll value. Make your commercial cleaning business feel approachable while maintaining professionalism—the optimal approach for attracting customers online.

Provide Exceptional Cleaning Services

The most effective way to attract potential clients is by delivering outstanding cleaning services combined with excellent customer service. More businesses will recommend your commercial cleaning company when your service quality exceeds expectations. Set your cleaning standards high.

While digital marketing tactics can generate leads, word-of-mouth remains incredibly effective for attracting new cleaning clients. Invest in quality cleaning products and efficient equipment, highlight sustainable cleaning practices and market environmentally safe services.

Most importantly, nurture relationships with existing cleaning clients. These satisfied customers become your best advocates when potential customers conduct due diligence during the bidding process for commercial cleaning contracts.

Every customer interaction should demonstrate professionalism and attentiveness. Going the extra mile makes clients feel valued, encouraging them to become loyal customers who recommend your cleaning services to other businesses.

Request Client Reviews on Google

Positive reviews on Google and other platforms frequently generate new cleaning clients. Many businesses rely on these sites for recommendations, making high ratings and positive feedback essential for expanding your commercial cleaning client list.

If your review collection seems limited, reach out to loyal clients and request they share their experiences online. When you provide satisfactory cleaning services, they’ll likely agree. Consider offering incentives like discounts on their next appointment.

Network with Related Businesses

You don’t need to collaborate with competing cleaning companies, but networking with businesses in complementary industries proves beneficial. Industry associations like BSCAI and ISSA offer learning opportunities where commercial cleaning companies can connect with industry peers while gaining valuable market insights.

Contact Realtors and Property Managers

Commercial cleaning businesses can discover new clients by reaching out to realtors or property managers in their service area. Compile a list of local real estate professionals and commercial properties, then follow up with phone calls or emails. Offering a limited-time promotion can encourage them to hire your cleaning services or recommend your business.

You can provide cleaning services for real estate companies or ask them to recommend your residential cleaning services to property buyers. Property managers can introduce various contract opportunities, including apartment buildings, offices and other commercial spaces requiring janitorial services.

Participate in Local Organizations

Joining local organizations and community groups helps you find new cleaning clients and contract opportunities with small businesses, local establishments and larger companies. Valuable groups include your local chamber of commerce, neighborhood associations, business organizations and community groups where you can network effectively and distribute your business cards.

Join National Organizations

While local groups excel for networking, national organizations provide additional benefits for commercial cleaning businesses. These larger associations offer networking opportunities and resources to help grow your cleaning business. Many organizations cater specifically to people of color or women business owners.

What Is a Commercial Cleaning Contract?

Before discussing how to secure more cleaning contracts, let’s clarify what they entail. Cleaning contracts are legal agreements between a cleaning company and a property owner or manager.

These contracts detail the specifics of a cleaning schedule and cost for a given property. They cover recurring cleaning services rather than one-time cleaning jobs. For example, a cleaning company might establish a year-long contract with an office building that specifies requirements for floor cleaning and other janitorial services.

Every cleaning contract should include these essential elements:

• Contact information for both parties
• Start and end dates
• Contracted cleaning services in detail
• Number of cleaning staff assigned
• Cleaning schedule with dates and times
• Service location or address
• Payment amount and frequency
• Payment method
• Additional fees (late payments, incomplete payments)
• Contract termination requirements
• Contract renewal terms
• Professional relationship classification
• Safety, privacy and confidentiality rules

Cleaning contracts specify all aspects of a cleaning arrangement and can include additional details either party considers necessary. While this sounds complex, you can find cleaning contract templates online to simplify creating these agreements.

Different Types of Cleaning Contracts

Cleaning contracts vary depending on the property type and working relationship. Consider these options:

• Commercial cleaning contracts
• Bank cleaning contracts
• Airbnb and rental cleaning contracts
• Office cleaning contracts
• Government building cleaning (Government contracts)
• Cleaning for builders
• Apartment cleaning contracts
• Residential cleaning contracts

As an enterprise cleaning business, individual residential cleaning might be too small, but you can pursue substantial contracts. For example, you might secure a cleaning contract for multiple Airbnbs owned by the same company or establish a residential cleaning contract through an HOA. Consider which type of cleaning contract would best suit your business and focus accordingly.

Licensing Requirements for Cleaning Contracts

Some states require cleaning companies to be certified, though requirements vary. However, you’re more likely to win cleaning contracts with proper certifications.

Property managers, builders and property owners typically prefer certified commercial cleaning businesses over uncertified alternatives. Certification increases your chances of landing cleaning contracts while providing benefits like increased knowledge, protection of your business name and other advantages.

Insurance Considerations for Cleaning Businesses

Many states don’t mandate insurance for cleaning companies, but business insurance protects both you and your clients. Consider these insurance types:

• General liability insurance
• Commercial property insurance
• Business owner’s policy
• Worker’s compensation insurance
• Commercial auto insurance
• Coverage for hired and non-owned vehicles
• Commercial umbrella insurance

Accidents happen in the cleaning industry and comprehensive insurance can determine whether your business survives after a costly incident.

How to Obtain More Cleaning Contracts

Below are proven strategies for securing more cleaning contracts to maintain long-term clients and ensure consistent business.

Research Your Market and Competition

Thoroughly understand your client base and competition. Define your ideal customer profile and how your cleaning business meets their needs. Compare your operation to similar commercial cleaning companies in your area:

• Are your prices higher or lower?
• Do you have superior customer reviews?
• What complaints exist about competitors?
• What marketing tactics do they employ?

Before bidding for cleaning contracts, understand your market position. While competitive pricing matters, excessively low prices may suggest inexperience or poor service quality. Conversely, high prices can discourage potential customers. Research helps you find the optimal price point and better tailor your sales approach to prospective clients.

Develop a Comprehensive Marketing Strategy

Once you understand your target market and competitive landscape, create a thoughtful marketing plan. Focus on your ideal client profile and your unique selling propositions:

• Do you offer specialized cleaning services?
• What makes your commercial cleaning business different?

Tailor your marketing approach to attract your desired customers by demonstrating your competitive advantages. Implement diverse marketing strategies, choosing approaches that work best for your cleaning business.

Prepare an Effective Sales Pitch

As a cleaning company, you likely offer numerous services. Listing every cleaning service can overwhelm prospects. Create a concise “elevator pitch” that succinctly captures what your business offers clients.

Ensure your pitch highlights your unique aspects and targets your ideal customer. Practice delivering this pitch until it becomes second nature, allowing comfortable, organic delivery to potential clients rather than a stilted recitation. Train your employees to deliver this pitch effectively when speaking with prospects.

Simplify Your Pricing Structure

Complex pricing deters clients from choosing your cleaning services. Keep your pricing straightforward so clients feel comfortable agreeing to your payment terms.

The best approach to developing a simple pricing system is to analyze competitor pricing. Take elements from their pricing that work well and avoid confusing components. Maintain transparency to build trust and prevent miscommunications about cleaning costs.

Focus on Client Convenience

This approach extends beyond simple pricing. Features like flexible scheduling, comprehensive cleaning services and efficient completion times all contribute to client convenience. If you can clean an office in six hours while competitors require eight, this efficiency may secure you the cleaning contract.

Small details that enhance client comfort can also help you get more cleaning contracts. Using cleaning products with pleasant scents or quieter equipment provides an edge over competition.

Using advanced software to manage your commercial cleaning business can help avoid inconveniencing clients. With the right tools, scheduling appointments, handling contract renewals and managing supplies can be automated, allowing you to focus on customer service.

Implement a Referral Program for Sales Growth

Create a referral program specifically for cleaning contracts. Sometimes, businesses want cleaning contracts but need an extra incentive to commit. A referral program fosters word-of-mouth marketing and encourages companies to sign long-term contracts instead of one-time cleaning services.

Satisfied clients provide the best advertising for your commercial cleaning business and referral programs encourage them to promote your services. Design a referral program with discounts or incentives that benefit everyone involved—your cleaning company, the referring customer and the new client. Referrals grow your customer list, enhance your reputation and typically result in higher retention rates than other marketing methods.

Optimize Your Google Business Profile

A well-optimized Google Business Profile is essential for commercial cleaning companies looking to attract local clients. Ensure your profile includes:

• Accurate business information (name, phone number, address)
• Professional photos of your cleaning team and results
• Detailed descriptions of your cleaning services
• Regular posts about promotions and company news
• Prompt responses to client reviews and questions

An optimized profile improves your visibility in local search results when potential customers search for cleaning services in your area.

Generate Qualified Leads Through Digital Marketing

Implement comprehensive digital marketing strategies to generate a steady stream of qualified leads for your commercial cleaning business:

• Create targeted Google Ads campaigns focusing on commercial cleaning services
• Develop content marketing strategies addressing common cleaning challenges
• Implement email marketing campaigns to nurture prospects
• Use social media advertising to reach potential clients
• Create landing pages designed to convert visitors into appointments

These digital marketing tactics can consistently deliver exclusive leads for your sales team to convert into cleaning contracts.

Streamline the Sales Process with Appointment Setting

Develop an efficient sales process that moves prospects from initial contact to signed cleaning contracts:

• Create a system for setting appointments with qualified prospects
• Prepare professional proposal templates for different cleaning services
• Train your sales team to effectively demonstrate value during presentations
• Implement follow-up procedures to increase conversion rates
• Use tools to automate contract generation and signature collection

A streamlined sales process makes it easier for potential customers to say yes to your commercial cleaning services.

Leverage Technology for Commercial Cleaning Management

One crucial aspect of growing your commercial cleaning business involves implementing the right tools to streamline operations and manage your team efficiently.

Benefits of Using Industry-Specific Software

Investing in specialized software for your commercial cleaning business offers significant advantages:

1. Efficient Staff Management: Schedule cleaning appointments, assign tasks and track employee performance to ensure your team works effectively.
2. Real-Time Communication: Enable instant communication between management and cleaning staff, allowing quick responses to client requests or scheduling changes.
3. Automated Invoicing: Streamline billing processes, making it easy to track payments and ensure timely invoicing for your cleaning clients.
4. Performance Tracking: Access detailed analytics about your commercial cleaning operations, allowing you to make data-driven decisions to optimize efficiency and growth.

Target Specific Market Segments

Different market segments have unique cleaning requirements. Consider specializing in high-demand niches:

Medical Office Cleaning

Medical facilities require specialized cleaning protocols and present excellent opportunities for recurring contracts. Highlight your:

• Knowledge of healthcare cleaning regulations
• Specialized sanitization procedures
• Staff training for medical environments
• Appropriate cleaning products for healthcare settings

Industrial Cleaning Services

Industrial facilities often need specialized cleaning services that command premium rates:

• Heavy-duty equipment cleaning
• Warehouse floor maintenance
• Factory cleaning services
• Industrial waste management

Carpet Cleaning Specialization

Adding specialized carpet cleaning to your service offerings can generate additional revenue:

• Deep extraction cleaning
• Stain removal expertise
• Preventative maintenance programs
• Eco-friendly carpet cleaning options

Final Advice for Commercial Cleaning Business Growth

Growing your commercial cleaning business and securing more cleaning contracts requires strategic planning and consistent execution. Focus on these key areas:

1. Invest in your online presence through professional website development and search engine optimization
2. Leverage digital marketing to generate qualified leads for your cleaning services
3. Implement a systematic sales process with effective appointment setting
4. Deliver exceptional cleaning quality that exceeds client expectations
5. Create formal referral programs to encourage word-of-mouth marketing
6. Use industry-specific tools to optimize operations and improve efficiency
7. Target high-value market segments with specialized cleaning services

By implementing these strategies, your commercial cleaning business can secure a steady stream of new clients and cleaning contracts. Remember that satisfied customers provide your most powerful marketing advantage, so prioritize service quality in every client interaction.

With consistent application of these principles, your commercial cleaning business will build a strong market position and achieve sustainable growth in the competitive cleaning industry.