The Ultimate Guide to Cold Calling for Commercial Cleaning Services
📞 Cold calling is still one of the most effective ways to land high-value commercial cleaning contracts. It allows you to:
- 🗣️ Connect directly with decision-makers
- 💼 Book appointments with businesses not actively searching
- 🚀 Start conversations that lead to long-term clients
The challenge? Most businesses already have a provider, and gatekeepers are trained to deflect sales calls. That’s why your success depends on the first 10 seconds of your call—tone, confidence, and the right language make all the difference.
❌ Avoid sabotaging your pitch—read our guide on phrases to avoid in a cold calling script .
🧠 Want better results? Learn how to influence decision-makers with our powerful word techniques for cleaning sales scripts .
This guide will show you how to master cold calling using proven scripts, objection-handling tips, and lead-nurturing follow-ups—designed specifically for the commercial cleaning industry.
🎥 Watch: How to Win Cleaning Contracts with Cold Calling
In this video, you'll see real-world cold calling strategies and live examples tailored specifically for commercial cleaning services. Learn how to grab attention, handle objections, and book more appointments.
Cold Calling & Strategy Overview
Cold calling plays a critical role in the commercial cleaning sales funnel. While referrals and inbound leads are great, cold calling helps you reach untapped prospects—businesses that aren’t actively looking for a new cleaning provider but are open to a better solution.
With a strong script, the right tone, and strategic targeting, cold calling can convert between 1% and 5% of contacts into serious opportunities. One successful call can lead to a contract worth thousands annually—especially with recurring janitorial accounts.
🎯 Account-Based Marketing (ABM) vs. Mass Cold Calling
| Approach | Account-Based Marketing (ABM) | Mass Cold Calling |
|---|---|---|
| Focus | High-value, specific targets (e.g., medical or corporate offices) | Broad outreach to many small businesses |
| Preparation Level | In-depth research on each lead | Minimal research, high volume |
| Best For | Long-term contracts with large clients | Quick wins and high call volume |
| Sales Cycle | Longer, relationship-based | Shorter, transaction-based |
Whether you're aiming for quick wins or building long-term relationships, choosing the right strategy—or blending both—can help you maximize your cold calling ROI.
Strategy → Tactics → Tools Framework
🧭 Strategy
Define Your Goal: Are you cold calling to set appointments or close deals directly? Having a clear goal sharpens your message and boosts conversion.
Targeting & Call Volume: Are you focusing on a few high-value clients (ABM) or dialing at scale? Match your volume to your resources and lead quality.
🛠️ Tactics
Cold Calling Scripts: Use scripts that sound natural and lead with value. Your first 10 seconds matter the most.
Handling Objections: Have responses ready for the most common pushbacks like “We already have a cleaner” or “No budget right now.”
Follow-Up Systems: Cold calling success often comes from the second or third touch. Combine calls with emails, direct mail, and LinkedIn messages.
⚙️ Tools
CRM, Dialers, AI Assistants: Use CRM tools to track your pipeline, automate dialers to save time, and AI assistants for prospecting or lead qualification.
Email & Direct Mail Automation: Integrate these tools into your follow-up process to reinforce your message and improve your response rate.
How to Cold Call for Commercial Cleaning Services
Follow these proven steps to turn a cold call into a booked appointment or sales opportunity in the commercial cleaning industry.
- Research the Business: Look up the company online, identify the decision-maker, and understand their cleaning needs.
- Plan Your Opening: Prepare a quick and friendly intro that builds trust within the first 10 seconds.
- Lead with Value: Share a benefit-oriented value proposition tailored to the prospect’s industry.
- Handle Objections: Respond calmly to common pushbacks like “We already have a cleaner.”
- Ask for a Soft or Direct Commitment: Use phrases like “Would it make sense to schedule a quick visit?” or “Does Tuesday at 10 work?”
- Log the Outcome: Use your CRM to track the result and schedule a follow-up if needed.
Pre-Call Preparation for Commercial Cleaning Cold Calls
Before picking up the phone, successful commercial cleaning sales reps prepare by researching target industries, identifying key decision-makers, and refining their message. These steps improve connection rates and appointment bookings during cold calls.
- Research Target Industries: Focus on sectors like commercial property management, healthcare, schools, and office buildings.
- Identify Decision-Makers: Look for facility managers, operations directors, or property managers who handle vendor decisions.
- Tone, Pacing & Energy: Speak clearly, confidently, and match the tone to the prospect’s industry and role.
- Craft a Strong Value Proposition: Lead with a benefit—how your cleaning service improves their facility or solves a common pain point.
Marketing Alignment for Cold Calling Success
Cold calling works best when supported by your broader marketing strategy. By aligning your efforts with SEO, paid ads, and public credibility, you warm up leads and increase conversion rates significantly.
- SEO + Google Ads + Retargeting: Ensure your website ranks for key cleaning service terms and run ads that make your brand familiar before the call.
- Email Before/After Calls: A simple email before or after a cold call can double your response rate and show professionalism.
- PR & Credibility Boosters: Mention testimonials, client logos, reviews, or awards to build instant trust during the conversation.
Cold Calling Scripts for Commercial Cleaning Services
Cold calling isn’t about hard selling—it’s about getting a conversation started. These three essential scripts will help you get past the gatekeeper, engage the decision-maker, and leave voicemails that actually get callbacks.
📞 Getting Past the Gatekeeper
Your goal isn’t to sell to the receptionist—it’s to get transferred. Be confident, friendly, and sound like you belong.
Script: “Hi [Gatekeeper’s Name], this is [Your Name] from [Company]. We work with local businesses on commercial cleaning. May I speak with the person who handles your facility or office cleaning?”
👉 Learn more about using powerful words in your cold calling script.
👥 Speaking with the Decision-Maker
You have 10 seconds to keep them on the line. Lead with value and ask a question that relates to their pain points.
Script: “Hi [Name], this is [Your Name] with [Company]. We help property managers and offices reduce complaints about cleaning and improve consistency. Is that something you’ve had to deal with recently?”
👉 Read more about selling with implied value propositions.
📬 Voicemail Script That Gets Callbacks
Most prospects won’t answer right away. A clear, short voicemail can prompt them to check your email or website.
Script: “Hi [Name], this is [Your Name] from [Company]. We work with businesses in [City] to improve their commercial cleaning. I’ll email you a few details, and feel free to reach out if you'd like to explore options. Thanks!”
👉 Explore how to combine voicemail and direct mail for higher engagement.
A Process for Handling Price Objections in Commercial Cleaning Sales
Objections—especially about price—are a normal part of selling janitorial and commercial cleaning services. When a prospect raises an objection, it means they’re engaged. Use that moment to build trust and guide them toward a decision.
| Keep Calm! |
| Yes, it’s difficult. However, if the customer is raising an objection, they are also giving you the chance to answer it. Every objection is an opportunity. |
| Listen |
| Pay attention to what they are saying and how they are saying it. |
| Acknowledge the Objection |
| Thank them and show that you’re taking it seriously. |
| Categorize |
| Identify the type of objection—Is it really about price, or is it about trust, timing, or past experiences? |
| Clarify (and Ask for All Objections) |
| Ask open-ended questions to uncover what the customer truly finds difficult. Then ask if they have any other concerns. |
| Confirm What You Heard (Rephrase) |
| Rephrase their concern back to them to confirm your understanding and demonstrate that you’ve been listening. |
| Respond & Resolve |
| Address their concern with a strong, relevant answer. If it can’t be fully resolved, acknowledge that honestly and shift focus to other areas of value. |
| Ask for Commitment |
| After addressing the objection, ask confidently for the sale, a test period, or a follow-up meeting. |
Follow-Up Strategy with CRM for Commercial Cleaning Sales
Most cleaning contracts aren’t won on the first call. A powerful CRM-backed follow-up strategy helps you build trust, stay top of mind, and move prospects closer to saying yes.
📅 Law of 7 Touches
On average, it takes seven touches for a prospect to respond. Use your CRM to space out contact points over a few weeks without overwhelming the lead.
📬 Email + Direct Mail + LinkedIn
Combine email sequences, postcards, and LinkedIn engagement to reinforce your message. CRM tools can help you automate and time each channel perfectly.
⚙️ CRM Tracking & Automation
Use your CRM to assign follow-up tasks, track activity history, and schedule personalized check-ins. Never let a lead fall through the cracks again.
Cold Calling Success Checklist
Use this checklist to stay sharp, sound confident, and increase your chances of booking appointments during your commercial cleaning sales calls.
✅ Do These Before & During Every Call
- ✅ Research the business before calling
- ✅ Have a clear goal (appointment, quote, etc.)
- ✅ Use a natural, benefit-led opening line
- ✅ Smile while speaking to project warmth
- ✅ Pause and listen actively—don’t rush
- ✅ Track the call outcome in your CRM
🚫 Don’t Make These Mistakes
- ❌ Talking too much or interrupting
- ❌ Sounding robotic or overly scripted
- ❌ Jumping into the pitch without a conversation
- ❌ Ignoring objections or brushing them off
- ❌ Failing to follow up after initial outreach
Cold Calling FAQs for Commercial Cleaning Services
Below are common questions business owners and sales reps ask when using cold calling to book more commercial cleaning contracts.
Does cold calling still work for cleaning services?
Yes, when done right. Cold calling allows you to reach decision-makers directly and present your service to businesses not actively searching online.
What time should I make cold calls?
The best times are usually early morning (8–10 AM) or late afternoon (3–5 PM) when gatekeepers are less strict and decision-makers are more available.
What’s the most important part of a cold call?
The first 10 seconds. Your tone, clarity, and opening line must grab attention fast and offer a clear benefit to continue the conversation.
How many follow-ups should I do after the first call?
Plan at least 5–7 touches over 2–3 weeks using phone calls, emails, LinkedIn, and even direct mail to build familiarity and trust.
Can cold calling be outsourced to a VA or appointment setter?
Yes. You can outsource cold calling to a trained virtual assistant or sales rep—but make sure they understand your value proposition and target market.
📞 Ready to Book More Appointments?
Download our Cold Calling Script PDF tailored for commercial cleaning services. Use the same proven phrases that cleaning pros use to bypass gatekeepers, engage decision-makers, and close more accounts.
📥 Download the Cold Calling Script PDF