Commercial cleaning is a massive industry
Every office, retail store, medical practice, and hospitality venue needs cleaning. The commercial cleaning industry in Australia is worth over $10 billion, and much of it is sold through independent agents and referral networks.
For commission sales agents, commercial cleaning is attractive because the contracts are recurring. Once you place a client, they need cleaning every week indefinitely. Your commission continues for the life of the contract.
How the commission model works
Most commercial cleaning companies pay agents a percentage of the monthly contract value. This can range from 5% to 15% of the ongoing monthly fee, paid for a set period (usually 12 to 24 months) or for the life of the contract.
A typical office cleaning contract might be $800 to $2,000 per month. At a 10% commission, that is $80 to $200 per month per client. Stack up 20 or 30 clients and you have a substantial recurring income stream.
Who to target
Any business with a physical premises needs cleaning. The best prospects are:
Offices. Especially businesses that are growing or moving to new premises. They often need a new cleaning provider.
Medical and dental practices. These require specialised cleaning and are willing to pay premium rates for reliable, compliant service.
Retail stores. Shopping centres and retail strips have dozens of potential clients within walking distance.
Gyms and fitness studios. These businesses need frequent cleaning and are often looking for better service.
How to pitch
The pitch for commercial cleaning is straightforward:
"Are you happy with your current cleaning? Or are there things you wish were done better?"
Most businesses have complaints about their cleaning provider. Inconsistent quality, missed areas, lack of communication, or high costs. Find the pain point and position your provider as the solution.
Differentiate on service, not price
The cheapest cleaning company rarely provides the best service. Position your provider on reliability, quality, and communication rather than being the cheapest option. Businesses that buy on price alone are also the first to switch for a slightly cheaper quote.
Building your portfolio
Commercial cleaning is an excellent complement to other products you might sell. If you already have relationships with businesses through selling software, payment processing, or energy contracts, adding cleaning to your portfolio is an easy upsell.
The same client who trusts you for their technology can trust you for their cleaning. This deepens the relationship and increases your income per client.