Cleaning Contracts: Your Guide to Winning More Business
If you run a cleaning business, landing the right contracts can be the difference between scraping by and scaling up. Competition in the cleaning business is high — but winning a contract doesn’t just come down to the lowest bid. Success lies in knowing your market, presenting yourself professionally, and using smart systems that inform decision makers they can rely on you.
In this guide, we discuss:
- Who cleaning contracts are right for.
- How to find the most profitable types of clients.
- What to include in a winning proposal.
- How to price your services competitively without undervaluing them.
- Tools that help you save time and win more business.
Pro tip: If you’re looking to launch your business, head to our step-by-step guide to starting a cleaning business for everything you need to get set up.
Step 1: Understand the Cleaning Contract Market
What are cleaning contracts?
Cleaning contracts are formal agreements between a cleaning service provider and a client that outline exactly what will be cleaned, how often, and at what cost. These contracts help clarify expectations on both sides, making them essential for long-term customer relationships.
Types of cleaning contracts
Depending on your service and industry focus, you might work with:
- Residential clients: Individual homeowners or landlords
- Commercial clients: Offices, shops, or restaurants
- Industrial or specialized sectors: Healthcare facilities, schools, construction sites, or public buildings that require compliance with specific standards
Each contract type comes with its own pricing structure, risks, and expectations, so choosing your focus early on helps shape your sales approach.
Why are industry trends important?
Keeping up with market trends and market conditions gives you a competitive advantage. For example, there’s growing demand for eco-friendly products, tech-enabled reporting, and transparent pricing. According to ISSA, automation and data tracking are becoming standard expectations in larger contracts. Ignoring these shifts can put you behind more modernised competitors.
Want to know how pricing differs by sector? Check out our guide: How Much to Charge for House Cleaning in 2025.
Step 2: Do Your Research
Identify your target market
Not every potential customer is a good fit. Take time to narrow in on your ideal contract type and target customer profile.
For example, do you want long-term clients or one-off jobs? Do you have the staff and certifications to handle high-compliance sectors like healthcare?
Understanding your niche helps tailor your offer — and shows customers you understand theirs.
Assess the competitive landscape
Before quoting or pitching, look at how other cleaning businesses in your area are operating. What price points do they use? What services are bundled? Are they offering tech-driven reports, green products, or extended hours?
This kind of competitor analysis gives you benchmarks to work with and helps you find your unique positioning.
Gather testimonials and build client trust
Nothing speaks louder than happy customers. If you’ve got a few jobs under your belt, ask clients for testimonials that speak to your professionalism, reliability, or results. Adding these to your website, for social proof or sales pitch builds trust — and helps justify higher pricing if needed.
Pro tip: Case studies are especially powerful tools when you can show real-world results like time saved, improved hygiene scores, or cost efficiency.
Step 3: Create a Winning Proposal
What are the key elements of a cleaning proposal?
Your proposal should be clear, credible, and tailored to the client. At minimum, it should include:
- An introduction to your business
- A scope of work with deliverables and timelines
- Your pricing breakdown
- Terms and conditions (including cancellation, invoicing terms, and service limits)
Don’t forget to customize it—generic proposals signal a lack of care.
Highlight your unique selling points (USPs)
What makes your business the right choice? This could be anything from:
- Years of experience or specialised training
- Flexible scheduling or 24/7 availability
- Eco-conscious cleaning products
- Friendly, vetted team members
Make sure your unique selling points are front and centre.
Presentation matters
Even if your prices are competitive, a poorly formatted or unclear proposal can lose you the job. Use tools that help you create a professional presentation quickly — and match the polished look of larger firms.
Step 4: Set Competitive Pricing
Understand the cost structure
Before you pitch any price, understand your costs:
- Labor (hourly or salaried)
- Supplies and equipment
- Overhead (insurance, admin, travel)
- Profit margin
Without this, you risk underpricing and draining your business. Our article on House Cleaner Salaries can help benchmark pay rates.
Don’t race to the bottom
While offering lower rates might help win new business, it’s not sustainable long term. Clients who only want the cheapest quote often switch providers frequently. Position your offer around value — not just price. Developing a pricing strategy will help you avoid underpricing pitfalls.
Show how your service solves real problems, saves time, or improves cleanliness scores. Higher pricing is easier to justify when it’s paired with results and strong communication.
Offer tiers or packages
Flexible pricing models like flat rates, per-square-foot pricing, or monthly retainers help different clients find a package that suits them. You can also upsell add-ons like deep cleaning or same-day requests.
Step 5: Master the Sales Pitch
Effectively communicate your value
The way you talk about your business matters. Avoid focusing only on tasks (“we mop floors and clean windows”) and instead focus on outcomes:
- “We help retail teams open faster with spotless storefronts”
- “We make sure your gym meets health standards every day”
Frame everything around what’s in it for the client.
Learn how to overcome common objections
Whether it’s pricing, timing, or trust, you need to be prepared for objections:
- “Why are you more expensive?” → “We include quality control checks and real-time reports.”
- “We already have a provider” → “That’s great—are there any areas they could improve on?”
Focus on learning their pain points and positioning your offer as the fix.
Always follow up
Sometimes, it’s the follow-up that seals the deal. If a potential customer goes quiet, don’t assume they’re uninterested. Send a short email to check in, answer questions, or offer a quick meeting. Persistence shows professionalism — as long as it’s respectful.
Step 6: Use Technology to Streamline the Process
Why software helps win contracts
Modern clients expect digital experiences — even in cleaning. The role of software in winning contracts is becoming more and more important as time goes on. Using software to schedule, invoice, and report can set you apart. It also saves you time and reduces admin errors.
If you’re still managing everything manually, you risk looking outdated.
Real-time data and reporting
Commercial clients want transparency. Software that offers real-time updates — such as missed services, task completion, or customer feedback — can make or break their purchasing decisions.
Want to streamline your invoicing process? Try our free Invoice Maker to speed up billing and get paid faster.
Bonus: Keep Clients Coming Back
Winning a contract is just the beginning. Keeping that client means delivering great service, communicating well, and continuously showing value.
- Focus on consistent quality – Regularly train team members, use checklists, and perform spot checks.
- Communicate regularly – Schedule regular communication with your clients for example check-ins and feedback sessions with decision makers.
- Upsell addition services when appropriate – Offer seasonal add-ons, sanitising services, or holiday deep cleans.
For more on protecting your business as you grow, read our guide to cleaning business insurance.
FAQs about Cleaning Contracts
Start by identifying low-barrier entry points — think local property managers, independent realtors, small office complexes, or even Airbnb hosts. These clients often need reliable help but aren’t locked into long vendor agreements.
Focus on making a good impression, keeping your pitch short and results-oriented, and offering a clear scope of work. Even one small job done well can lead to referrals or long-term work.
Both models have pros and cons. Hourly rates give you flexibility and protect against scope creep, especially for one-off or deep-cleaning jobs. Flat-rate pricing, however, is easier for customers to budget for and can help you scale more efficiently with set systems.
For ongoing contracts, flat-rate models tend to be more attractive to decision makers. If you’re unsure what works best for your business, our guide on flat rate vs hourly pricing breaks it down in detail.
Most contracts fall between 6 and 12 months. That gives both you and the client time to assess whether the service is meeting expectations. Shorter contracts (3 months) may work for trial periods or seasonal needs.
Whatever length you choose, include review checkpoints and a renewal clause to simplify future negotiations.
Yes — especially if you’re going after larger commercial or government jobs. Licensing requirements vary by state, but most expect basic registration and some form of liability insurance. Many potential customers will ask for proof of insurance before signing a contract. You can find a full breakdown of what’s needed in our guide to cleaning business licensing.
Look for tools that combine scheduling, invoicing, proposal generation, and customer communication. Clients love transparency — so if you can send automated updates or allow real-time service tracking, you’ll stand out from competitors. For an easy win, start with our Invoice Maker to streamline billing and look more professional from day one.