Struggling to find new clients for your commercial cleaning business? You’re not alone—many companies face the same challenge, wondering how to consistently attract offices, stores, and facilities that need their services.
Securing clients is essential for growth and long-term success in this competitive field. Without a steady stream of business, even the best cleaning teams can find themselves stuck.
In this article, you’ll discover proven strategies and practical tips to help you win commercial cleaning clients and grow your business with confidence.
Related Video
How to Get Commercial Cleaning Clients: A Complete Guide
Winning clients for your commercial cleaning business requires more than just offering great services. You need to effectively market your business, build relationships, and stand out in a competitive field. Below, you’ll find proven strategies, key steps, practical tips, and best practices to help you attract—and retain—more commercial cleaning clients.
Understanding Commercial Cleaning Clients
Before you begin your search for more clients, it helps to know who they are. Commercial cleaning clients typically include:
- Offices and corporate buildings
- Medical and dental clinics
- Retail stores
- Schools and educational facilities
- Warehouses and industrial sites
- Real estate agencies (for move-in/move-out cleans)
Now, let’s break down exactly how you can find and secure these clients.
1. Develop a Professional Image
First impressions matter. Commercial clients expect professionalism before they even hire you.
- Create a memorable business name and logo.
- Invest in uniforms for your staff with your business branding.
- Use branded vehicles or magnetic signs on your personal car.
- Prepare business cards and well-designed marketing material.
A professional look builds trust and sets your business apart from casual, non-professional cleaners.
2. Perfect Your Pitch and Unique Selling Proposition (USP)
You need to clearly understand and communicate what makes your business different.
- Are your cleaning products eco-friendly?
- Do you offer flexible hours, including after-hours or weekends?
- Can you respond to emergency call-outs?
- Do you specialize in medical or high-security facilities?
Craft a concise, compelling elevator pitch you can use in conversations, emails, and advertisements.
3. Build a Great Website
Today, your website is often your first impression. Make sure it includes:
- Your service offerings and service area
- Customer testimonials and success stories
- Contact forms and phone numbers
- “Book Now” or “Request a Quote” buttons
- High-quality photos of your work
Consider adding an FAQ section and a blog with cleaning tips—this helps with search engine rankings and trust.
4. List Your Business in Online Directories
Many facility managers search online when looking for cleaning services. Get listed on:
- Google My Business (essential)
- Yelp
- Industry-specific sites (like cleaning or facility management directories)
- Local Chamber of Commerce listings
Keep your contact details up to date and encourage happy clients to leave reviews.
5. Network Locally and Online
Building relationships pays dividends in commercial cleaning.
- Attend networking events such as chamber of commerce meetings and local business mixers.
- Join commercial property management associations.
- Use LinkedIn to connect with facility managers, property managers, and business owners.
- Take part in community or charity events (and offer your services at a discount or free once to get your name out).
Personal introductions and referrals remain one of the most powerful ways to land clients.
6. Use Targeted Outreach
Sometimes, you need to reach out directly to the businesses you want to work with. Here’s how:
Cold Calling & Door-to-Door Visits
- Research businesses in your area.
- Call or visit businesses during slow hours.
- Briefly introduce your business, ask if they currently have cleaning services, and offer a quick quote.
- Leave behind a flyer or business card.
Cold Emailing
- Find the right contact (like the office manager or facilities manager).
- Personalize each email; mention their company by name.
- Keep your pitch short—include your USP, pricing, and a clear call-to-action.
7. Harness the Power of Referrals
Word-of-mouth is gold in the commercial world.
- Ask current clients for referrals. After a few weeks of great service, politely request recommendations.
- Offer referral incentives (discounts or free extras for every successful referral).
- Thank your referrers—always.
8. Offer Free Trials or Deep Discounts
You can often lower the barriers for new clients with:
- A free initial clean or audit of their premises
- A steep discount on the first month
- A satisfaction guarantee: “If you’re not happy, your first clean is free!”
These tactics quickly build trust and let prospects experience your quality.
9. Energize Your Social Media Marketing
Social media isn’t just for residential businesses. Facility managers, office admin staff, and property managers all use LinkedIn, Facebook, and even Instagram.
- Share before-and-after photos (with client permission).
- Post client testimonials and reviews.
- Highlight safety practices, certifications, and eco-friendly products.
- Join local business groups on Facebook and LinkedIn.
Consistency and professionalism matter. Respond quickly to comments and direct messages.
10. Use Online Ads and SEO
If you want to grow faster, consider paid ads.
- Use Google Ads to target commercial clients searching for cleaners in your city.
- Try Facebook and LinkedIn ads targeted to decision-makers in your area.
- Optimize your website for keywords like “office cleaning [your city]” or “commercial janitorial services near me.”
Track your results to ensure your ads are hitting the right audience.
11. Attend Trade Shows and Expos
Being present at industry or business expos is a great way to meet many potential clients in one place.
- Set up a booth that clearly displays your services and brand.
- Offer free cleaning samples, demos, or assessments.
- Collect contact details—follow up after the event.
12. Stand Out With Service Packages
Businesses love simplicity and clarity. Design clear cleaning packages:
- Weekly, bi-weekly, or daily cleaning options
- Specialized packages: deep cleaning, green cleaning, floor care, window cleaning
- “Build-your-own” or custom quote options
Present packages in your brochure, website, and during sales pitches.
13. Collect and Use Testimonials and Case Studies
Social proof is critical.
- Gather short testimonials from happy clients (get their permission to publish them).
- Develop case studies of successful long-term contracts, before-and-after stories, or tough jobs handled exceptionally well.
Share these on your website, in emails, and in proposals.
14. Stay In Touch: Email and Loyalty Programs
Don’t let your clients forget about you.
- Send monthly newsletters with tips, cleaning updates, and offers.
- Check in regularly to ask how your service can improve.
- Offer recurring clients loyalty discounts, free upgrades, or gifts during holidays.
Happy clients are more likely to renew contracts and refer you to others.
15. Focus on Quality, Consistency, and Reliability
No marketing in the world beats a reputation for quality.
- Train your staff thoroughly.
- Use checklists and quality-control inspections.
- Respond quickly to issues or complaints.
- Show up on schedule—every time.
Great service means long-term contracts and positive word-of-mouth.
Overcoming Common Challenges
Breaking into the commercial cleaning market can be tough. Here’s how to address major roadblocks:
- Competing with larger companies: Focus on personal service and quick response times.
- Slow decision process: Stay patient, but follow up regularly.
- Price wars: Emphasize value, not cheapest price. Highlight your consistency, safety, and customization.
- Winning RFPs (Requests for Proposals): Make your proposals professional and easy to understand. Include case studies and certifications.
- Managing costs: Start with essential services and basic equipment; upgrade as revenue grows.
Practical Cost Tips
Building a commercial cleaning business doesn’t have to break the bank:
- Start with a lean team and upgrade equipment as your client base grows.
- Use free or low-cost online tools for scheduling, billing, and marketing.
- Negotiate with suppliers for bulk or recurring orders.
- Limit travel by focusing on specific neighborhoods or building clusters at first.
- Offer bundled services or volume discounts only if they don’t erode your profit margins.
Frequently Asked Questions (FAQs)
How long does it take to get your first commercial client?
It can take anywhere from a few weeks to several months, depending on your market and efforts. Consistent outreach, networking, and follow-up speed up the process.
Do I need special insurance to clean commercial properties?
Yes, commercial clients expect you to carry general liability insurance, worker’s compensation, and sometimes bonding. This protects both you and your client in case of accidents or damage.
Is it better to focus on a niche (like medical cleaning) or offer general services?
Both approaches work. Niche services (like medical, dental, or green cleaning) can pay more and face less competition, but general services reach a wider client base. Consider starting general, then specializing as you grow.
How do I price commercial cleaning jobs?
Pricing depends on the size of the facility, frequency of cleaning, specialty services, and your local market. Many companies price by square foot, but always factor in materials, time, and a profit margin. Offer free walk-throughs to provide precise quotes.
How do I keep commercial cleaning clients long-term?
Deliver outstanding quality, be reliable, communicate clearly, and respond quickly to concerns. Regular check-ins and flexibility with their needs help foster loyalty.
In Summary
Getting commercial cleaning clients takes a proactive, multi-faceted approach. Stand out with professionalism, target your marketing strategically, build relationships, and always focus on delivering value. Growth may take time, but with persistence and quality service, you’ll build a loyal client base that grows your reputation—and your business.
Ready to expand your commercial cleaning business? Start today with these proven steps, and watch your client list grow!