{"id":16981,"date":"2022-04-14T08:41:00","date_gmt":"2022-04-14T12:41:00","guid":{"rendered":"https:\/\/www.comcapfactoring.com\/ca\/?p=16981"},"modified":"2026-04-14T09:50:54","modified_gmt":"2026-04-14T13:50:54","slug":"get-contracts-janitorial-business","status":"publish","type":"post","link":"https:\/\/www.comcapfactoring.com\/ca\/blog\/get-contracts-janitorial-business\/","title":{"rendered":"How to Get Clients for Your Office Cleaning Business (7 Ways)"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\"><strong>Summary:<\/strong> Growing a small janitorial business in a competitive environment is challenging. Finding and retaining commercial&nbsp; and office clients who can provide long-term cleaning contracts is essential to your company&#8217;s success.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This article discusses seven time-tested ways to find clients. It is intended for new and growing commercial cleaning companies. We cover the following:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><a href=\"#1\">Who is your ideal client?<\/a><\/li>\n\n\n\n<li><a href=\"#2\">Why are you better?<\/a><\/li>\n\n\n\n<li><a href=\"#3\">Eight Methods to get customers<\/a><\/li>\n\n\n\n<li><a href=\"#4\">Dealing with slow payments<\/a><\/li>\n<\/ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"1\">1. Who is your ideal client?<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Many commercial cleaning companies try to market their companies to a broad market. They believe this strategy will increase their chances of finding clients. Unfortunately, this approach does not work. Many business owners make this common and expensive mistake.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Targeting a broad market spreads your marketing dollars and efforts across too many potential clients. Furthermore, many of the businesses you reach won&#8217;t meet your criteria for an &#8220;ideal client.&#8221; Consequently, building traction will be nearly impossible.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Instead, spend some time defining your ideal business client. Consider focusing on the types of companies with a strong presence in your area. Narrow the list to local companies you can service well and would benefit from working with you.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For example, assume you have a small company with four employees. Trying to win a contract to clean a large office complex daily is counterproductive. Your company does not have the needed staff. Instead, you should focus on smaller businesses.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"2\">2. Why are you better?<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Most commercial janitorial companies don&#8217;t know their strengths and weaknesses. Consequently, they don&#8217;t market their strengths. Instead, they focus on generalities such as &#8220;we provide great service&#8221; or &#8220;all our clients are happy,&#8221; etc.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ask yourself, &#8220;Why should this client hire my company instead of a competitor?&#8221; This difficult question is one that you must answer objectively. Reconsider your niche or business model if you cannot answer this question effectively.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Here are some examples of potential strengths you can consider:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Overnight availability<\/li>\n\n\n\n<li>Years of experience<\/li>\n\n\n\n<li>Special equipment or skills<\/li>\n\n\n\n<li>Industry affiliations<\/li>\n\n\n\n<li>Bonded employees<\/li>\n\n\n\n<li>Screened employees<\/li>\n\n\n\n<li>Blind cleaning<\/li>\n\n\n\n<li>Carpet cleaning<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"3\">3. The methods<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">This list contains eight tactics to grow your commercial janitorial business. They are not very expensive and can be implemented by a small business. The best strategy is to start with a few you feel comfortable with and grow from there.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">a. Focus on a couple of niches<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">A janitorial company focused on a couple of market niches has a better chance of success than one that markets to everyone. Evaluate your skills, team, and location to determine which types of companies have the greatest demand.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Focus on one or two niches at most. They should require overlapping skills. Here are some examples:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Small businesses<\/li>\n\n\n\n<li>Small offices<\/li>\n\n\n\n<li>Medical offices (e.g., doctors, dentists, etc.)<\/li>\n\n\n\n<li>Healthcare facilities<\/li>\n\n\n\n<li>Senior living facilities<\/li>\n\n\n\n<li>Schools<\/li>\n\n\n\n<li>Restaurants<\/li>\n\n\n\n<li>Construction cleanup<\/li>\n\n\n\n<li>Residential properties for management companies<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Once you have selected your niches, develop a list of prospective clients. These clients should match your requirements for an ideal client.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">b. Smart use of promotional items<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Promotional items can be an effective way to market your commercial cleaning business. The best strategy is to get simple office supplies with your company&#8217;s information. Every office uses them and includes pens, pads, etc. They are also inexpensive.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Leave some promotional items every time you visit a prospective client. These items keep your information handy. When the client needs your services, they have a way to contact you.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Avoid expensive or &#8220;vanity&#8221; promotional items. These include coffee mugs, branded clothing, etc. These items may <em>look<\/em> good, but they seldom work.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">c. Cold calling<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Every business owner seems to hate receiving cold calls. And most salespeople hate to make them. However, they can be an effective way to get appointments quickly. You have a better chance of success by focusing on your strength during the call. Also, use a highly targeted list with ideal prospective clients.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Remember that the objective of the call is <em>not<\/em> to sell your services. That strategy seldom works. Instead, get the prospective client interested in a meeting. You can use the meeting to do the actual sales. Remember to leave some pens with your company information (strategy #2).<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">d. LinkedIn<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">LinkedIn is a great and often underutilized resource for building a commercial cleaning business. Most of your prospective clients likely have a LinkedIn profile. Furthermore, LinkedIn can also help you find the contact information of other key employees at the company.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">LinkedIn charges a premium for the option to contact people outside your network. However, it&#8217;s well worth the expense.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We think the soft sales approach is more effective. Mention what your company does and what your strengths are. Use the opportunity to ask for a meeting.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">e. Local business associations<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Local business associations, such as chambers of commerce, can be effective if your prospective clients belong to them. This depends on the industries you serve.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">These organizations usually have a lot of small business owners. Consequently, you could do well if you serve that market. However, you won&#8217;t find many prospective clients if your target customers are large office management complexes, large companies, doctor offices, etc.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">f. Industry associations<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Consider joining some of the industry associations your prospective clients belong to. We have found that the local chapters of these associations can be a great source of potential clients.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Most associations have special vendor or affiliated industry memberships that allow you to meet with members. These can be great places to make connections that ultimately lead to cleaning contracts.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">g. Business Mail<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Using direct mail to build your client base is expensive and not very effective. Small cleaning companies should consider other options first.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">However, a more targeted approach could work well for small companies. Create a small list of potential clients. Send a personalized business letter to the key decision-maker of the company you are targeting. Mention that you will call them on a specific date to discuss their needs. This strategy combines personalized direct mail with cold calling. It can be an effective tool to get a meeting and ultimately secure a contract.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"4\">4. Remember: commercial customers pay slowly<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Most commercial and government customers pay their invoices on terms. Offering terms is expected in commercial transactions and gives your clients<a href=\"https:\/\/www.comcapfactoring.com\/ca\/blog\/net-30-terms\/\"> 30 to 60 days<\/a> to pay their invoices. This payment delay can create <a href=\"https:\/\/www.comcapfactoring.com\/ca\/blog\/cash-flow-problems-and-solutions\/\">cash flow problems<\/a> for companies without enough money in their <a href=\"https:\/\/www.comcapfactoring.com\/ca\/blog\/emergency-fund-business\/\">cash reserves<\/a>. These financial problems can affect your ability to pay employees and suppliers.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You can solve this problem using financing to pay expenses while waiting for invoice payments. One of the best financing options for janitorial companies is <a href=\"https:\/\/www.comcapfactoring.com\/ca\/products\/invoice-factoring\/\">invoice factoring<\/a>. Factoring is available for small companies and provides an advance for your slow-paying invoices. You can use the advance to pay company expenses and service new clients.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Learn more:<\/strong> &#8220;<a href=\"https:\/\/www.comcapfactoring.com\/ca\/blog\/how-does-factoring-work\/\">How Does Factoring Work?<\/a>&#8220;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Does your company need financing?<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Does your janitorial company need invoice financing? We are a leading factoring company and can offer competitive terms. Use <a href=\"https:\/\/www.comcapfactoring.com\/ca\/instant-quote\/\">this form<\/a> for a quote or call us toll-free at (877) 300 3258.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Summary: Growing a small janitorial business in a competitive environment is challenging. Finding and retaining commercial&nbsp; and office clients who can provide long-term cleaning contracts is essential to your company&#8217;s success. This article discusses seven time-tested ways to find clients. It is intended for new and growing commercial cleaning companies. We cover the following: 1. [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":16982,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_kad_blocks_custom_css":"","_kad_blocks_head_custom_js":"","_kad_blocks_body_custom_js":"","_kad_blocks_footer_custom_js":"","_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","wds_primary_category":0,"footnotes":""},"categories":[5],"tags":[],"class_list":["post-16981","post","type-post","status-publish","format-standard","has-post-thumbnail","category-business-services","entry"],"acf":[],"taxonomy_info":{"category":[{"value":5,"label":"Business Services"}]},"featured_image_src_large":["https:\/\/www.comcapfactoring.com\/ca\/wp-content\/uploads\/sites\/2\/2025\/03\/office-cleaning.webp",664,443,false],"author_info":{"display_name":"Marco Terry","author_link":"https:\/\/www.comcapfactoring.com\/ca\/blog\/author\/marcoterry\/"},"comment_info":0,"category_info":[{"term_id":5,"name":"Business Services","slug":"business-services","term_group":0,"term_taxonomy_id":5,"taxonomy":"category","description":"","parent":0,"count":4,"filter":"raw","meta":[],"cat_ID":5,"category_count":4,"category_description":"","cat_name":"Business Services","category_nicename":"business-services","category_parent":0}],"tag_info":false,"_links":{"self":[{"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/posts\/16981","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/comments?post=16981"}],"version-history":[{"count":0,"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/posts\/16981\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/media\/16982"}],"wp:attachment":[{"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/media?parent=16981"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/categories?post=16981"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.comcapfactoring.com\/ca\/wp-json\/wp\/v2\/tags?post=16981"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}