Great topic — landing those large, occasional commercial cleaning jobs can be a game-changer, but yeah, they come with their own set of challenges.
Here’s what’s worked for us:
1. Flexibility in Pricing Structure
Instead of just quoting a flat rate, we sometimes offer tiered pricing — for example:
- Base rate for the essential clean
- Add-ons for specialty services (floor waxing, pressure washing, etc.)
This helps the client feel more in control and less overwhelmed by the total quote.
2. Educate on Value, Not Just Price
Most clients see the number and freeze — so we take a minute to walk them through what that number includes (labor hours, equipment, specialized chemicals, safety protocols). When they understand we’re not just “spraying and wiping,” the quote feels more justified.
3. Visual Proposals Help
We started including photos, past work examples, and checklists in our proposals. It makes it feel more professional and gives them confidence in the results.
4. Timing Matters
Some buildings have strict annual or seasonal budget windows. Try reconnecting closer to their fiscal year-end or maintenance windows — we’ve landed a few by just following up at the right time.
5. Strategic Discounts
We don’t usually lower our rates, but if it’s a new account, we might offer a one-time first-service discount or include a small free add-on to make the proposal more attractive.