Written By Service Fusion

Topic Payments,

Chasing one-off jobs can get old fast. You don’t have predictable revenue, which makes it tricky to plan the future of your business’s growth.

One potential fix? Winning more commercial cleaning contracts. These agreements essentially lock in guaranteed work. You get the peace of mind that comes with a full schedule.

Keen to know how to get commercial cleaning contracts? You’re in the perfect place.

In this guide for cleaning professionals, you’ll learn several proven strategies to reach and convert commercial clients.

We’ll start off with a definition of cleaning contracts. Then, we’ll explore their benefits.

We’ll give you some practical approaches you can use to reach more commercial customers. Then, we’ll share some sales strategies. Implement these to convert prospects into loyal customers.

We’ll wrap it up with some quick-to-do tips you can use to get started today.

It’s time to stop worrying about where your next job is coming from. Here’s how to lock in ongoing work with high-value commercial cleaning clients.

What Are Commercial Cleaning Contracts?

A commercial cleaning contract is a formal, legally binding agreement. It’s between you, the provider, and your client.

It outlines the services you will provide and when. It also notes the payment terms and length of the contract.

For example, let’s say you have a contract with an office building. It states that your team will clean the office daily. You’ll also conduct a deep clean once per month and window cleaning twice yearly.

How Are Commercial Cleaning Contracts Used?

Commercial cleaning contracts are used by businesses like yours to secure predictable income. They help you plan your schedule, allocate resources, and manage staffing levels.

They become your bread and butter, so to speak. They keep you going throughout the year. You can also take on extra one-off jobs to boost your revenue. 

From your client’s perspective, they get a reliable cleaning service that keeps their property in top shape. The contract guarantees you’ll be able to show up and deliver the promised services.

FROM ONE OF OUR PARTNERS: Commercial Cleaning Services vs. Residential Cleaning Services

Benefits of Using Commercial Cleaning Contracts

Winning work can feel like a constant hustle. If you rely solely on one-off jobs, it might seem like you’re always on the back foot.

You can’t dare to dream about growing your business—instead, your focus is squarely on chasing the next gig.

This can make it tough to plan for the future. And it’s why using commercial cleaning contracts can be a game-changer. Here are some of the benefits.

Predictable Income

One of the most significant benefits of using contracts is predictable income. When you rely on one-time jobs, cash flow can be inconsistent. But with a contract, you know precisely how much money is coming in each month.

This helps you plan for expenses like:

Payroll
Supplies
Insurance
Equipment
Transport
Marketing

It gives you a clear and reliable picture of your financial health. It also makes it easier to scale your business and reach your goals.

Long-Term Relationships

You clean once. You did an excellent job, but you can only hope the client calls you back again. Sound familiar?

With a contract, you lock in repeat business. This gives you the time and space to build real trust and nurture lasting relationships.

Why does this matter? For one, long-term clients are more likely to recommend your services. You win more business through referrals and don’t pay a cent.

Moreover, repeat customers spend more. It’s a proven fact that you can expect up to 67% more from returning buyers compared to new clients.

Easier Scheduling and Planning

You can map out your schedule with razor-sharp accuracy when you have a contract. You know exactly when and where your team will be working. This helps with staffing and managing resources.

You won’t be scrambling to fill gaps or overbooking jobs. Clear scheduling means you can avoid last-minute changes. This can relieve stress for you, your team, and your customers. Everyone wins.

Legal Protection

A sound contract protects you and your client should something go wrong.

For example, the contract serves as a reference if there’s an argument about services or payments. It offers legal protection, which upholds your integrity and preserves your reputation.

Plus, contracts often prevent issues before they start. They set clear expectations upfront, so misunderstandings are rare. 

Reaching More Commercial Cleaning Customers

Winning more commercial cleaning contracts starts with getting in front of the right people.

In other words, you need to make your business visible. Here are some marketing strategies to help you do just that.

Build a Professional Website

A website is your business’s online storefront. It gives potential customers a way to learn about your services, get in touch, see reviews, and discover your values.

Your website should be simple to navigate. It must be mobile-friendly, too, with clear calls to action.

Get started by:

Purchasing a domain name from a domain registrar. GoDaddy is a reliable option.
Setting up your hosting and installing a website builder. Try WordPress or Squarespace.
Uploading content and images to your site. You might work with a copywriter to make sure you articulate your value and appeal to your target audience.

Optimize for Local SEO

Search engine optimization (SEO) is a way to help your business show up in search results. This is really important—your website is either in the top results or invisible. 

Consider the numbers. Top-ranking Google results are 10 times more likely to be clicked on than a result in the number 10 spot. That’s 10 times more visitors and 10 times more opportunities to convert them into paying commercial customers.

Local SEO is about getting your site to rank highly for location-specific searches. It’s about targeting customers in your area who can actually hire you.

Get started by:

Claiming your Google Business Profile and adding your information.
Listing your business on local online directories. Make sure your contact information and business name are always formatted the same way.
Using keywords with your city name in them on your site. For example, you might include “commercial cleaning [your city]” on your home page.

Use Social Media Marketing

Follow and engage local businesses on platforms like Facebook and Instagram. You could even try your luck on LinkedIn, which is more geared toward business-to-business (B2B) connections.

Make sure you post regularly. Showcase your skills and expertise. Share customer success stories and even try running a promotion.

Get started by:

Creating business profiles on platforms where your audience is active.
Posting content that shows off the quality of your services.
Responding quickly to comments or inquiries.

Network with Local Businesses

Building relationships with other local businesses is a powerful way to get more contracts. It opens the doors to more referrals and partnerships.

You might attend a local business event. Or, you might join business associations that help you meet decision-makers. Be sure to have a business card handy to give out to your new connections.

Get started by:

Joining your local Chamber of Commerce or industry networking groups.
Attending local business meetups or events.
Printing business cards to give out at events. These should include your name and contact information.

Partner with Real Estate Agencies

Real estate agents rely on cleaning companies like yours. They need services that get properties ready for sale or lease.

You can partner with real estate agencies to bring in a steady stream of clients. You can offer cleaning services for showings, open houses, and end-of-lease and post-sale cleanups.

Get started by:

Reaching out to real estate agencies in your area.
Offering a discounted rate for first-time clients.
Highlighting your flexibility and reliability in handling last-minute jobs with testimonials.

Run Paid Ads

Google Ads and Meta ads can increase your reach—and fast.

You can leverage powerful filters, too—these target customers looking for commercial cleaning services in your region.

Get started by:

Setting a budget for paid advertising. Costs can add up fast, so keep an eye on your results and tweak them as needed.
Targeting ads to your specific location and service area.
Creating short, compelling ad copy that explains why your service is unique.

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Sales Strategies for Commercial Cleaning Contracts

Are you a talented salesperson? Or is it something you just don’t enjoy?

Either way, the right strategy can help you stand out from the competition and win more business.

Give these four approaches a go.

Build Relationships with Key Decision-Makers

You can sell to your heart’s content. But you’ll get nowhere fast if your well-crafted message is directed at the wrong person.

That’s why the first step in your sales process should be identifying and connecting with the decision-maker.

This might be a property manager. Or it could be a facility director. It’s the person with the authority to hire cleaning services.

When you know who they are, you can personalize your approach. You can put your best foot forward and work on building genuine rapport.

They’re more likely to hire if they know and trust you. Long-term relationships also lead to more referrals and repeat business.

Top tips to follow:

Research and identify decision-makers in your target market.
Set up introductory meetings to discuss how you can meet their cleaning needs.
Follow up consistently without being pushy. Instead, offer real value through tips or advice.

Offer Customized Cleaning Solutions

Potential clients have specific needs. They want those needs to be met, and they don’t want to waste money on extras.

So, instead of offering a one-size-fits-all package, consider customizing your services.

Ask questions about their pain points. Discuss how you can solve their unique problems. Understand their schedule, budget, and limitations.

Going the extra mile and being proactive shows you care about their needs. It differentiates you from competitors who may offer generic services.

Top tips to follow:

During sales meetings, ask detailed questions about their cleaning need and challenges. Take notes and use these as a basis for your service package.
Consider offering a range of service options. The client can then choose what works best for them.
Create flexible contracts that can adapt to changing client needs.

Use a Clear and Professional Proposal

A sleek and professional proposal can set you apart from other bidders. It should outline:

Scope of services
Cost
Frequency of cleanings
Specialty services
Any extra benefits your company offers

Make sure it’s easy to read and answers all potential client questions.

This reduces back-and-forth communication and makes it easier for the client to say yes. It also builds confidence in your ability to deliver high-quality work.

Top tips to follow:

Use a clean, professional template for your proposals. Add your branding, too.
Be specific about the services, timelines, costs, and terms. You want to set clear expectations from the outset.
Add testimonials or case studies to show past successes. This acts as social proof, and it’s really powerful.

Follow Up Without Being Pushy

Decision-makers are busy. They might forget to respond. A gentle, well-timed follow-up might be all it takes to get them over the line.

It keeps your company on their radar, too. It’s evidence of your dedication to customer service.

Just remember not to push it too far. Always be respectful.

Top tips to follow:

Set a reminder to follow up a week after sending the proposal.
Mention information or benefits that you didn’t touch on before.
Ask if they need clarification on any part of the proposal and offer to schedule a meeting.

FROM ONE OF OUR PARTNERS: How to Get Clients for a Cleaning Business: A Comprehensive Guide