How to Get More Contracts for a Janitorial Service Business

This article was originally published on January 9, 2002 and updated on June 14, 2026.

Already have a few janitorial clients and want to grow? Learn how to get more commercial cleaning contracts by profiling your best customers, building referrals, reaching property managers, improving local visibility, writing stronger proposals, and expanding services to existing accounts.

Key Takeaways

• Start by profiling your current janitorial clients to find your most profitable niche.
• Expand services to existing clients before spending heavily on new marketing.
• Build a referral system that rewards clients for introducing you to other businesses.
• Property managers can be a strong source of recurring janitorial contracts.
• Professional proposals should clearly define scope, frequency, pricing, exclusions, and quality control.
• Compete on reliability, trust, safety, communication, and consistency — not price alone.
• Follow up with prospects because many businesses take months to switch cleaning vendors.

Answer

Dear Stephan,

Having eight janitorial contracts is a strong start. It means your cleaning business has already proven that customers are willing to hire you, trust you with their facilities, and pay for your services. The next challenge is to move from getting contracts one by one to building a repeatable system for attracting, bidding on, winning, and keeping more profitable janitorial accounts.

A janitorial business grows best when you understand who your best customers are, why they hired you, what they value most, and how you can reach more businesses like them. The goal is not simply to get more cleaning jobs. The goal is to get the right contracts: recurring accounts that fit your service area, staffing, equipment, schedule, pricing, and profit goals.

The demand for janitorial and building cleaning services remains steady because offices, medical facilities, schools, retail stores, warehouses, apartment buildings, churches, gyms, and other commercial spaces need regular cleaning and maintenance. The U.S. Bureau of Labor Statistics’ Janitors and Building Cleaners profile shows that janitors and building cleaners work in many types of facilities and that hundreds of thousands of openings are projected each year as workers leave the occupation or transfer to other work.

However, janitorial cleaning is also competitive. Many cleaning companies compete on price, and some new operators underbid jobs just to win contracts. A better long-term strategy is to compete on reliability, trust, professionalism, safety, communication, and consistent results.

Here are practical ways to grow your janitorial service business and get more commercial cleaning contracts.

1. Profile Your Current Janitorial Clients

Start with the eight contracts you already have. Your current clients can show you where your best growth opportunities are.

Look closely at each account and ask:

• What type of business is this client?
• How large is the facility?
• How often do they need cleaning?
• How many hours does the job actually take?
• What services do they buy from us?
• Is the account profitable?
• Does the client pay on time?
• Is the client easy to work with?
• Did the client refer us to anyone else?
• Are there similar businesses nearby?

You may find that your best clients are small offices, medical offices, property managers, churches, retail stores, apartment buildings, or warehouses. You may also discover that one type of client produces more profit, fewer complaints, and better referrals than others.

This is where market research matters. The U.S. Small Business Administration’s guide to market research and competitive analysis explains that market research helps you find customers, while competitive analysis helps you make your business unique. For a janitorial company, that means understanding which types of customers are most likely to hire you and what makes your company a better choice than other cleaning services.

Once you know your best client profile, focus your marketing on finding more businesses like them.

2. Find Out How Your Existing Clients Found You

Next, look at where your current contracts came from. This is one of the simplest ways to decide where to focus your marketing.

Ask yourself:

• Did the contracts come from referrals?
• Did they come from word of mouth?
• Did they come from your website?
• Did they find you through Google?
• Did they come from local networking?
• Did a property manager recommend you?
• Did you win them through cold calling or direct outreach?
• Did they come from a flyer, advertisement, or local directory?
• Did they know you personally before hiring you?

If most of your contracts came from referrals, build a stronger referral program. If they came from Google searches, improve your local SEO and Google Business Profile. If several came from property managers, build more relationships with property managers. If you won them through direct outreach, create a better prospect list and follow-up system.

Do not guess. Track every lead source in a spreadsheet or simple customer relationship management tool. Over time, you will see which marketing methods produce real contracts, not just inquiries.

3. Choose a Clear Janitorial Niche

Many janitorial companies describe themselves too broadly. They say they clean offices, schools, churches, warehouses, restaurants, medical offices, apartment buildings, retail stores, and everything else. While your company may be capable of cleaning many types of facilities, broad messaging can make your marketing weaker.

A clear niche helps you speak directly to the client’s needs.

For example:

• Medical offices want dependable cleaning, attention to high-touch surfaces, careful restroom cleaning, and clear procedures.
• Property managers want reliable vendors who can serve multiple locations, respond quickly, and reduce tenant complaints.
• Churches want flexible scheduling, trustworthiness, and help keeping restrooms, classrooms, kitchens, and fellowship areas clean.
• Small offices want a cleaner who shows up after hours, handles the basics, and does not require constant supervision.
• Warehouses may need office cleaning, breakroom cleaning, restroom cleaning, floor care, and safety-conscious procedures.

Choosing a niche does not mean you can never serve other clients. It simply gives your marketing focus. You can create separate service pages, proposals, emails, and flyers for your best customer groups.

If you are still defining your services, PowerHomeBiz’s guide on Starting a Janitorial Business or Commercial Cleaning Service can help you clarify your business model and service menu.

4. Expand Services to Existing Clients

Your easiest growth may come from the clients who already trust you. Before spending heavily on new marketing, review your current contracts and look for ways to expand them.

You may be able to offer:

• More frequent cleaning
• Restroom supply restocking
• Deep cleaning
• Carpet cleaning
• Floor stripping and waxing
• Floor buffing
• Window cleaning
• Upholstery cleaning
• Post-event cleaning
• Post-construction cleaning
• Move-in or move-out cleaning
• Day porter services
• Seasonal cleaning
• High-touch surface cleaning
• Entryway and lobby cleaning
• Breakroom deep cleaning

Ask each client whether they have other locations, sister companies, vendors, tenants, or business contacts who may also need cleaning services.

You can say:

“Since we already clean your main office, would you like us to provide a quote for your second location?”

Or:

“We are expanding our commercial cleaning schedule in this area. Do you know another business or property manager that may need reliable janitorial service?”

Existing clients are often the best path to larger contracts because they already know your work.

5. Build a Simple Referral System

Referrals are powerful in janitorial cleaning because clients are trusting you with their building, keys, offices, restrooms, supplies, equipment, and sometimes alarm codes. A recommendation from a satisfied client reduces the perceived risk of hiring you.

Create a simple referral program. It does not need to be complicated.

You could offer:

• A service credit
• A free deep-cleaning add-on
• A gift card
• A discount on the next invoice
• A bonus when the referred client signs a recurring contract
• A second bonus if the referred client stays for six months

For example:

“Refer a business that signs a recurring cleaning agreement and receive a $100 service credit. If they remain a client for six months, receive an additional $150 credit.”

You can also create a short referral email that clients can forward:

“Hi, I wanted to recommend our cleaning company, [Company Name]. They clean our office and have been reliable, professional, and easy to work with. You can contact them at [phone/email] if you need commercial cleaning.”

Make referrals easy. Busy business owners are more likely to help if you give them a simple message to send.

6. Build Relationships With Property Managers

Property managers can be excellent sources of recurring janitorial contracts because they often manage several buildings, offices, tenants, or apartment communities. One strong property management relationship can lead to multiple cleaning opportunities.

Property managers may need:

• Common-area cleaning
• Office cleaning
• Restroom cleaning
• Lobby cleaning
• Stairwell cleaning
• Laundry room cleaning
• Move-out cleaning
• Trash area cleanup
• Carpet cleaning
• Floor care
• Emergency cleanup
• Post-construction cleaning
• Turnover cleaning between tenants

Create a list of local property managers, commercial real estate firms, apartment communities, office parks, retail centers, and building owners. Then reach out with a message focused on their pain points.

Example:

“Hello, my name is [Name], and I own [Company Name], a local commercial cleaning company serving [Area]. We help property managers keep common areas, restrooms, offices, and tenant spaces clean with reliable recurring cleaning and one-time turnover services. We are insured and available to provide a quote if you are reviewing cleaning vendors.”

Property managers are busy. Keep your message short, professional, and specific.

7. Improve Your Local Online Presence

Many businesses search online when they need a commercial cleaning company. If your business is hard to find, you may be losing contracts to competitors who simply have better local visibility.

At minimum, your janitorial business should have:

• A professional website
• A Google Business Profile
• A clear service area
• A phone number and contact form
• Service pages for your main offerings
• Photos of your team, equipment, or completed work
• Testimonials or reviews
• Proof of insurance if appropriate
• A list of facility types you serve
• A request-a-quote page

Your website should not only say “commercial cleaning.” Be specific. Use terms your customers may search for, such as office cleaning, janitorial service, commercial cleaning, medical office cleaning, church cleaning, property management cleaning, warehouse cleaning, restroom cleaning, floor care, and carpet cleaning.

PowerHomeBiz’s article on How to Market and Run a Janitorial Business or Cleaning Service provides more ideas for marketing, positioning, and running a cleaning service professionally.

8. Ask for Reviews and Testimonials

Reviews and testimonials help build trust. Janitorial service is not just about cleaning. It is about dependability, access, security, and professionalism.

Ask satisfied clients for short testimonials that mention specific benefits, such as:

• Reliable service
• Good communication
• Cleaner restrooms
• Fewer complaints
• Professional staff
• After-hours dependability
• Better-looking floors
• Fast response
• Attention to detail
• Trustworthiness

You can use testimonials on your website, in proposals, in brochures, and in sales emails. If the client is comfortable leaving a Google review, that can also help your local visibility.

A simple request works:

“We are glad you are happy with the service. Would you be willing to write a short review about your experience with our cleaning company? It helps other local businesses feel more confident hiring us.”

Do not wait until you desperately need reviews. Make review requests part of your regular customer follow-up process.

9. Use Direct Outreach to Reach Similar Businesses

Direct outreach can still work for janitorial companies, especially when it is targeted. Do not send the same generic message to every business in town. Build a list of businesses that match your best client profile.

You can target:

• Office buildings
• Dental offices
• Medical offices
• Churches
• Daycare centers
• Small schools
• Retail stores
• Property managers
• Warehouses
• Fitness studios
• Real estate offices
• Insurance agencies
• Law firms
• Accounting firms
• Local franchises

Your message should be short and focused on the customer’s problem.

Example:

“Hello, my name is [Name], and I own [Company Name], a local commercial cleaning company serving [Area]. We help small offices and professional buildings keep their restrooms, common areas, breakrooms, and workspaces clean after hours. If you are reviewing cleaning vendors or unhappy with your current service, I would be happy to provide a no-obligation quote.”

Follow up consistently. Many businesses are not ready to switch cleaning companies the first time you contact them. But if their current cleaner misses work, ignores complaints, raises prices, or delivers poor service, your follow-up may arrive at the right time.

10. Create a Strong Janitorial Proposal

A professional proposal can help you win more contracts, especially if competitors are giving vague verbal quotes. Your proposal should make the client feel confident that you understand the building, the work, the schedule, and the expectations.

A good janitorial proposal should include:

• Client name and facility address
• Cleaning frequency
• Scope of work
• Areas included
• Areas excluded
• Task checklist
• Supplies included or excluded
• Price per visit or per month
• Optional add-on services
• Start date
• Payment terms
• Insurance information
• Contact person
• Cancellation terms
• Quality control process

Avoid vague language such as “general cleaning.” Spell out exactly what will be done.

For example:

• Empty trash and replace liners
• Vacuum carpeted areas
• Sweep and mop hard floors
• Clean and disinfect restroom sinks, counters, toilets, and fixtures
• Refill soap, toilet paper, and paper towels if supplies are provided
• Wipe breakroom counters and tables
• Clean entry glass
• Dust reachable horizontal surfaces
• Spot clean doors and light switches

The more specific the proposal, the easier it is for the client to compare services and understand the value you provide.

11. Compete on Trust, Not Just Price

Many janitorial companies make the mistake of competing only on price. Low pricing may help you win a contract, but it can also leave you with unprofitable work, rushed cleaning, unhappy employees, and disappointed clients.

Many businesses are not looking for the cheapest cleaner. They want a cleaning company that shows up, communicates clearly, protects the facility, handles problems, and delivers consistent results.

You can stand out by emphasizing:

• Insurance
• Bonding if applicable
• Employee training
• Safety procedures
• Clear cleaning checklists
• Consistent communication
• Reliable scheduling
• Professional uniforms
• Quality inspections
• Fast response to complaints
• Written proposals and service agreements

OSHA’s Cleaning Industry resources explain that cleaning workers may face hazards from chemicals, equipment, physical tasks, and the work environment. Showing that your business takes safety seriously can help you look more professional, especially when bidding on offices, schools, clinics, or industrial accounts.

12. Understand Cleaning, Sanitizing, and Disinfecting

Clients may ask whether you sanitize or disinfect surfaces. Before offering these services, make sure you understand the difference between cleaning, sanitizing, and disinfecting.

Cleaning removes dirt, dust, debris, and many germs from surfaces. Sanitizing reduces germs to a safer level. Disinfecting uses products designed to kill germs on surfaces when used according to label directions.

The CDC’s guidance on when and how to clean and disinfect a facility explains that high-touch surfaces may need more frequent cleaning, especially in high-traffic areas. If you work in medical offices or healthcare-related spaces, CDC’s environmental cleaning procedures provide additional guidance for healthcare settings.

Be careful with your claims. Do not promise to “kill all germs” or “make the building virus-free.” Use accurate language, follow product labels, and train workers properly.

The EPA’s Safer Choice program can also help businesses identify cleaning products that perform and contain ingredients that are safer for human health and the environment.

13. Offer Trial or Starter Cleaning Packages

Some businesses hesitate to sign a recurring cleaning contract with a company they have not used before. A trial package can reduce that hesitation.

You might offer:

• One-time deep cleaning
• First-month starter package
• Restroom refresh service
• Office reset cleaning
• Post-event cleaning
• Move-out cleaning
• Floor care evaluation
• Initial cleaning before recurring service begins

A one-time job gives the client a chance to see your work. If they are pleased, ask about recurring service immediately after the job is complete.

You can say:

“Now that we have completed the initial deep cleaning, would you like us to prepare a weekly or twice-weekly maintenance cleaning proposal?”

Trial services are especially useful when a prospect is unhappy with their current cleaner but not ready to sign a long-term agreement.

14. Add Specialty Services That Increase Contract Value

Once your core janitorial service is stable, specialty services can help you increase revenue per client. However, add services carefully. Do not offer work that requires training, equipment, insurance, or licensing you do not have.

Specialty services may include:

• Carpet cleaning
• Floor stripping and waxing
• Tile and grout cleaning
• Window cleaning
• Upholstery cleaning
• Post-construction cleaning
• Green cleaning
• Restroom supply restocking
• Day porter services
• Move-in and move-out cleaning
• High-touch surface cleaning

PowerHomeBiz’s Cleaning Business Equipment Checklist for Beginners can help you identify basic supplies and equipment to buy before serving your first clients.

If you are considering carpet cleaning as a separate specialty, StartingNewBiz’s guide on Starting a Carpet Cleaning Home Business can help you evaluate the equipment, market, and service opportunity.

15. Track Your Bids and Follow Up

Many janitorial companies lose contracts because they fail to follow up. A prospect may ask for a quote, then delay the decision for weeks or months. If you do not follow up, another company may win the account.

Track every lead in a simple spreadsheet or CRM.

Include:

• Business name
• Contact person
• Phone number
• Email address
• Facility type
• Date contacted
• Date of walkthrough
• Quote amount
• Follow-up date
• Decision status
• Reason won or lost
• Notes for future contact

Follow up after sending a proposal:

“Hello [Name], I wanted to check whether you had any questions about the cleaning proposal for [Facility]. I would be happy to adjust the scope if you want to compare weekly, twice-weekly, or nightly service options.”

If the prospect says no, ask whether you may check back in three to six months. Cleaning vendors change often. A “no” today may become a contract later.

16. Build a Reputation in Your Local Business Community

Many janitorial services operate quietly in the background. That gives you an opportunity to stand out.

Ways to build local visibility include:

• Join the chamber of commerce
• Attend local business networking events
• Sponsor small community events
• Build relationships with real estate agents
• Connect with property managers
• Partner with contractors for post-construction cleanup
• Leave professional brochures with nearby offices
• Publish cleaning tips on your website
• Share before-and-after photos
• Highlight customer testimonials
• Ask clients for introductions

Use one clear message in your marketing. For example:

“Reliable commercial cleaning for offices and property managers in [City].”

A focused message is easier to remember than a long list of unrelated services.

17. Make Sure Your Business Is Ready to Grow

Before taking on more contracts, make sure your business foundation can support growth. More accounts mean more scheduling, supplies, labor, equipment, transportation, billing, quality control, and customer communication.

Review these basics:

• Is your business registered properly?
• Do you have the right local licenses or permits?
• Do you have an EIN if needed?
• Do you have proper insurance?
• Can you cover payroll before clients pay?
• Do you have enough equipment?
• Do you have backup workers?
• Do you have cleaning checklists?
• Do you have a written proposal template?
• Do you have a service agreement?
• Do you have a system for invoicing and collections?

The SBA has guidance on applying for licenses and permits, and the IRS allows businesses to apply for an Employer Identification Number directly through the IRS website.

Growth is only good if it is profitable, manageable, and sustainable.

18. Keep Your Current Clients Happy

Getting new contracts is important, but keeping your existing clients is just as important. One dissatisfied client can damage your reputation, especially in a local service business.

Protect your current contracts by:

• Using account-specific cleaning checklists
• Inspecting work regularly
• Responding quickly to complaints
• Communicating schedule changes
• Replacing unreliable workers
• Keeping supplies organized
• Training employees properly
• Maintaining equipment
• Reviewing contracts before renewal
• Asking for feedback
• Fixing problems before they grow

Satisfied clients can become your best salespeople. They can refer you, give testimonials, add additional locations, or approve expanded services.

For more operational guidance, see PowerHomeBiz’s article on How to Market and Run a Janitorial Business or Cleaning Service. You may also want to review How to Successfully Start and Run a Service Business, which covers broader service business principles such as customer service, trust, marketing, and client retention.

Final Advice

To get more contracts for your janitorial service business, start with the clients you already have. Profile them, identify your best niche, expand your services, ask for referrals, and reach more businesses that look like your most profitable accounts.

Then build a stronger system around your growth: local visibility, targeted outreach, property manager relationships, professional proposals, follow-up, testimonials, safety practices, and client retention.

Do not compete only on price. Many businesses are tired of cleaning companies that underbid, miss tasks, ignore complaints, or send unreliable workers. If you can offer reliability, professionalism, clear communication, safety awareness, and consistent results, you can stand out in a competitive market.

You may also want to read PowerHomeBiz’s guides on Starting a Janitorial Business or Commercial Cleaning Service, How to Market and Run a Janitorial Business or Cleaning Service, Expand a Janitorial Cleaning Business, and How to Grow My Janitorial Service Business.

Best of luck as you grow your janitorial service business.

FAQ