Many cleaning businesses do great work, but still struggle to win new clients. Quotes go unanswered, price shoppers choose cheaper options, and growth feels slow or unpredictable.
Standing out in a crowded industry takes more than hard work. You need a clear way to sell your services and guide potential clients toward a yes.
We spoke with several cleaning business owners and industry professionals to bring you this guide on selling your cleaning services like a pro. Below, you’ll get 7 top tips to help you sell, plus common mistakes to avoid.
Key Takeaways
- You can start a small cleaning business from home for as little as $2,500.
- Target a specific local area to help minimize travel costs and build a strong reputation.
- Start with basic services, such as standard house cleaning, which require minimal equipment. You can add specialty services as you grow and gain experience.
- Word-of-mouth referrals and local networking generate the most cost-effective leads for small cleaning businesses just getting started.
How To Sell Your Cleaning Services: 7 Expert Tips
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Prepare a strong pitch
- Better service, such as through meticulous attention to detail.
- Eco-friendly cleaning options.
- Specialization in unique types of cleaning, like carpet or window cleaning.
- More flexibility on scheduling or pricing than competitors.
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Offer cleaning packages and offer add-ons
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Offer promotional deals for new customers
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Launch a referral program and ask for reviews
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Dedicate time to sales and invest in a CRM
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Be professional wherever customers find you
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Do great work and win repeat customers
- Writing and distributing handwritten thank-you notes to customers.
- Using shoe covers to protect the home or office you’re cleaning.
- Complimenting a homeowner on their decorating style.
- Bringing treats for a customer’s pet.
- Placing fresh flowers on an office’s front desk.
- Leaving branded pens with your company’s name and logo.
There are many ways you can meet a potential new customer: over the phone, while knocking on doors, or even at a personal or professional event. When you do, you have a brief opportunity to grab their attention and get them interested in using your business. The key to making the most of this moment is to have a strong business pitch ready.
Your pitch should introduce your business and give an overview of your services, such as residential or short-term rental property cleaning. Depending on the scenario, it can be as short as 15 seconds or as long as 2 minutes. For example, if you’re knocking on doors to market to new customers, a 15-second pitch should capture the homeowner’s attention. If someone calls your business, a 2-minute pitch can offer more details.
Your pitch should highlight what makes your business stand out from competitors. Why should customers choose your cleaning business over another? Potential selling points could include:
It’s a smart idea to write down your pitch and read it until you memorize it. Just make sure you practice reciting it, too. You don’t want to come off sounding like a robot when talking to a potential new customer!
A big part of selling cleaning services is figuring out how to present and price your services. Vance Morris, owner of Eastern Shore Carpet Cleaning, recommends pricing by “package tiers” rather than by the hour or by service. “Having package pricing separates you from the competition and eliminates the ability to compare companies on price alone,” he says.
Another benefit of offering cleaning packages is that they let you set different price points. For example, a homeowner on a budget might prefer a low-cost cleaning package with fewer services, while another homeowner might prefer a top-tier package with more services. With tiered pricing, you can serve both.
When designing packages, keep your offerings clear and easy to understand. For example, your basic package may include vacuuming, mopping, and bathroom cleaning. A mid-tier package could add carpet cleaning and laundry, while a top-tier package adds window cleaning and hardwood floor polishing. Customers should know exactly what they’re choosing when comparing tiers.
It’s also a great idea to offer add-on services, such as interior appliance cleaning or upholstery cleaning. These help keep your main packages affordable while giving customers more options to choose from. As Derek Christian, co-owner of All Star Cleaning Services, tells Connecteam, “Many people are thrilled to learn all the extra services you can do for them.” Add-ons not only make clients happier but can also help boost your revenue by increasing sales to existing customers.
Pro Tip
When discussing add-ons, be careful not to oversell. You don’t want to risk losing a full-package booking just because you pushed too hard for extras. “Let customers know what you can do for them and if they say, ‘No, thank you,’ move on,” Christian advises.
A great way to get more leads for your cleaning company and convince hesitant potential clients to book your services is to offer a new-customer promo. This could be 25% off their first cleaning, a free add-on service, or discounted pricing on your highest-tier package.
Make sure your offer matches what your business gets in return. For example, if a customer purchases a one-time cleaning, a free add-on service (such as window cleaning for their residential property) likely won’t cost you much. But the extra cleaning the customer receives could impress them enough to book your business again. On the other hand, a full free cleaning may give away more than you’ll get back, especially if the customer never books again.
It’s also important to track whether these customers stick around. If many or most take advantage of a discount or free add-on but don’t come back, your offer might be too generous.
Another great way to boost your sales is to launch a referral program. When one of your customers refers your business to someone else, your referring customer gets a reward, such as a free cleaning or a 50% discount on their next service.
This is a huge win for your business and your customers. Your customers spread the word and send you new customers with very little extra work. And your customers benefit from rewards while they help build your business’s reputation. Plus, the more referrals you get, the more likely it is that those new customers become sources of referrals.
As your business grows, you can even roll out tiered rewards for customers who make multiple referrals. For example, customers who make 5 referrals could get 1 free cleaning, and customers who make 10 referrals could get 1 free cleaning and 2 discounted add-ons. This is a great way to show your appreciation for your most loyal customers.
Beyond referrals, you should also ask your customers for reviews. Having positive reviews on sites like Google Business Profile, Angi, and Yelp is a fantastic way to build trust and attract new clients, especially if you’ve just started your cleaning business.
Selling house cleaning services takes time and effort, so spend some time each week on sales. This could be a few hours each day or an entire day each week. You can use this time to reach out to leads, check in with existing customers, work on a marketing campaign for your cleaning business, or even design a cleaning services flyer.
To make the most of this time, consider using a customer relationship management (CRM) platform. CRMs can help you collect leads, follow up, and see which potential customers are most likely to sign a contract. They also remind you when current customers’ contracts are expiring so you can stay ahead of renewals.
Did You Know?
A decent CRM won’t break the bank, either. Many platforms offer free trials so you can test several before committing to the one that works best for you. Monthly CRM costs range from $10–$150 for small businesses and $200–$700 for larger businesses.
Make sure that when customers look up your business or try to get in touch, they find a professional, dependable company.
First, you need a simple business website that explains what you offer, where you work, who your team is, and how to book services. This not only makes your business look professional but also makes it easier for customers to find, contact, and hire you directly.
If you need to create a website or update your existing one, head to Connecteam’s guide on the best cleaning business websites for inspiration on layout, content, and more.
You should also be ready to prove to customers that your business is legitimate and trustworthy. Make sure you’re licensed, bonded, and insured, and say so in your marketing materials or when you talk to leads. This builds trust and reassures customers that they’re covered if anything goes wrong.
If you’re not set up yet, Connecteam’s guide to getting your cleaning business insured and bonded covers everything you need to know.
At the end of the day, the most important thing your business can do to attract and keep customers is to over-deliver on every job. If you go the extra mile, customers will want to use your cleaning services again and again.
There are a few ways you can make your service stand out. Vance Morris recommends adding “special touches” that could include:
Great service is only half the task. You also have to make sure that customers stay happy after the job’s done. Ask for feedback after each clean, whether through a quick email survey or a simple comment card. When customers see that you truly care about their input and satisfaction, they’re far more likely to stick with you long-term.
Pro Tip
Excellent service comes from keeping things organized and never letting customer needs slip through the cracks. Digital checklists are a great way to keep work consistent. For example, Connecteam checklists help your team complete every task to standard. You can also use Connecteam’s survey tools to gather customer feedback after each job.
3 Common Selling Mistakes to Avoid
In addition to the tips above, here are a few common mistakes to avoid when selling your cleaning services:
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Not closing the sale with clarity and confidence
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Not learning your customers’ preferences
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Charging too little
After making your pitch and walking a customer through their options, be clear and decisive when asking for their business.
For example, a close like “So, that’s what we offer. What do you think?” may sound polite, but it leaves too much room for hesitation.
Instead, lead with confidence and make the next step clear: “I think our services would be a great fit for your needs, and I’d love to get you set up with your first booking, which includes a 25% discount. How does that sound?”
While that may feel a little direct, a straightforward close helps customers feel confident about saying yes. You can make it even simpler by having the contract or booking form ready so they can move forward on the spot.
Pro Tip
If a customer says no, don’t treat it as a closed door. Thank them for their time, then leave a business or referral card for them to share with anyone who could use your services.
Don’t assume every customer has the same priorities for their cleaning service. As Derek Christian of All Star Cleaning Services puts it, “‘Clean’ does not mean the same thing to everyone.”
Before starting a job, take time to understand each customer’s expectations. You can do this through a quick phone call before you get there or a short walkthrough when you arrive. It’s a great opportunity to ask questions and find out what areas or details they want prioritized.
It’s easy to underprice when you’re starting out, especially if you offer new-customer promotions. But setting prices too low can make it hard to cover your costs or scale your business.
Pricing services can be complex, but at a minimum, consider everything that goes into each cleaning: supplies, wages for your cleaning staff, travel time (and fuel costs), and additional costs for things like marketing and software.
To get an idea of what to charge, check out Connecteam’s guide to the most profitable cleaning business models and the hourly rates these companies charge.
Set Your Business Up to Grow
Winning more clients starts with how you sell, but growth depends on how well you deliver.
To sell more cleaning services, keep it simple: have a short pitch ready, respond quickly, offer clear packages and add-ons, and follow up until you get a yes or no. Then use referrals, reviews, and customer feedback to turn one-time jobs into repeat clients.
That’s much easier when your team stays organized. Connecteam gives you the tools to manage jobs, keep standards consistent with digital checklists, and stay connected with customers through updates and feedback tools, so you can grow without losing control.
Run a Better Cleaning Business
Connecteam’s cleaning services app helps you manage jobs, keep standards consistent, and stay connected with your team.
FAQs
Sell cleaning services to commercial clients by reaching out to local businesses, showing up at networking events, and joining local business groups. Offer a quick walkthrough so you can spot needs like high-traffic floor care, restroom cleaning, or storefront windows. Then tailor your pitch to those needs and propose a clear next step, like a weekly or nightly schedule.
Price cleaning services using hourly rates, flat rates, square footage, number of rooms, or package tiers. Choose one method and keep it consistent. Check local competitor pricing, then adjust based on labor, supplies, travel time, and overhead so you stay profitable.
Find cleaning business leads by building your online presence (Google Business Profile, reviews), using local social media and Nextdoor, asking for referrals, and doing direct outreach (door-to-door or calling businesses). Respond fast and follow up, since many leads choose the first cleaner who replies.
The best way to win cleaning clients is to respond quickly, explain your services clearly, and make booking easy. Use a short pitch, offer clear packages, and follow up on every quote. Delivering great work and asking for reviews helps turn new clients into repeat customers.
A cleaning pitch should clearly explain who you clean for, what services you offer, and what makes your business different. Keep it short and focused on the customer’s needs, not your tools. End with a simple next step, like offering a quote or walkthrough.
Effective ways to market a cleaning business include building a strong Google Business Profile, collecting customer reviews, and staying active in local online communities. Referrals, follow-up emails, and simple new-customer offers also work well. The most important factor is consistency—using a few channels well beats trying everything at once.
The best tools for managing cleaning service schedules and packages help you assign jobs, track tasks, and keep pricing consistent. Look for software that combines scheduling, digital checklists, and customer communication in one place. Tools like Connecteam are designed for cleaning teams and help reduce missed details as your business grows.
Disclaimer
This article is for general informational and educational purposes only. It is not intended as and does not constitute business, financial, or professional advice, and should not be relied upon as such. Connecteam accepts no responsibility for consequences arising from actions taken or not taken based on the information present in this article.