Securing commercial clients is one of the most effective ways to grow a cleaning business. Unlike residential jobs, commercial contracts often involve larger spaces, recurring schedules, and higher long term revenue. However, breaking into the commercial market requires strategy, persistence, and professionalism. Here’s a step-by-step guide to help you land and retain valuable accounts.
Define Your Target Market
The commercial cleaning industry is broad. Before marketing your services, determine which types of businesses you want to serve:
● Offices and corporate buildings
● Medical facilities
● Schools and daycare centers
● Retail stores or restaurants
● Industrial or warehouse spaces
Each niche has unique needs. For example, medical facilities require strict sanitization standards, while retail stores prioritize presentation. Tailoring your services to the right sector helps you stand out.
Build a Professional Image
Commercial clients expect a higher level of professionalism than residential customers. Make sure your brand reflects reliability and trust:
● Create a polished website that highlights your services, testimonials, and certifications.
● Use branded uniforms and vehicles to convey credibility.
● Maintain proper licensing, insurance, and bonding to reassure clients you’re a legitimate business.
Professionalism builds confidence, something commercial decision makers look for before signing contracts.
Network Locally
Connections are powerful in landing commercial clients. Start by:
● Joining local chambers of commerce or business networking groups.
● Attending industry events, trade shows, and property management meetups.
● Building relationships with real estate agents, property managers, and contractors who can refer you.
Think creatively: commercial properties like office parks, warehouses, and even facilities with perimeter fencing often need reliable cleaning services. Word of mouth remains one of the strongest tools for business growth, and networking puts your name in front of decision makers
Leverage Cold Outreach
Don’t be afraid to reach out directly to businesses. A thoughtful cold email, phone call, or in-person visit can open doors. Focus on:
● Researching the business beforehand so you can tailor your pitch.
● Highlighting how your services solve their specific problems (e.g., “We can help maintain a healthier workspace for your employees.”).
● Offering a free walkthrough and customized quote.
Persistence pays off. Many commercial clients already have cleaners, but they may be open to switching if you can prove greater value.
Showcase Social Proof
Commercial clients want proof that you can deliver. Build credibility by:
● Collecting testimonials from satisfied clients.
● Taking before and after photos (with permission).
● Highlighting case studies on your website or brochures.
If you’re new to commercial cleaning, consider offering discounted or trial services to smaller businesses first. These accounts can provide the references you need to secure bigger contracts.
Focus on Value, Not Just Price
While price matters, businesses are often more concerned with consistency, reliability, and quality. Emphasize:
● Trained staff and background checks.
● Eco-friendly cleaning options, which appeal to sustainability minded companies.
● Detailed checklists and quality control measures.
By showing you’re committed to exceeding expectations, you separate yourself from competitors who compete solely on cost.
Invest in Digital Marketing
A strong online presence helps potential clients find you. Strategies include:
● Optimizing your website for local search terms like “commercial cleaning services near me”.
● Running targeted ads on Google or LinkedIn.
● Posting regularly on social media to showcase your work and professionalism.
Commercial clients often research online before contacting providers. Make sure your business stands out.
Getting commercial clients for your cleaning business takes more than flyers or cold calls; it requires a mix of professionalism, networking, strategic outreach, and proven results. By clearly defining your target market, building trust, and consistently delivering high quality service, you can establish long term contracts that provide steady growth for your business. Remember: every satisfied client is a potential referral to the next big opportunity.
