Janitorial Appointment Setting Scripts

This guide breaks down a step-by-step process on what to do and what to avoid when cold calling for commercial cleaning services.

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1. Understanding Cold Calling for Commercial Cleaning

Cold calling for commercial cleaning is not like selling pizza, where demand is universal. Instead, it’s like selling braces—most people won’t need it, and you can’t convince those who aren’t in the market.

✅ Mindset Shift:

• Cold calling is a numbers game.
• Your goal is to find the right prospect, not convince someone who isn’t interested.
• If they are not a fit, move on quickly to the next call.

❌ What NOT to do:

• Don’t waste time trying to convert uninterested leads.
• Don’t sound overly “salesy” or use outdated sales scripts.
• Avoid unnecessary small talk—get to the point quickly.

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2. The Right Cold Calling Strategy

Step 1: Targeting the Right Leads

Before making calls, ensure you have a high-quality lead list that includes:

• Property managers (who oversee cleaning contracts).
• Facility managers (who deal with maintenance and cleanliness).
• Business owners (who want to keep their office space clean).

Where to Get Leads:

• Google Maps (search for commercial properties, offices, medical facilities, etc.).
• LinkedIn (connect with facility/property managers).
• Business directories (e.g., Apollo.io, Uplead).

✅ Best Practice:

• Aim for 100-500 calls per day to increase chances of finding interested prospects.
• Expect 1 appointment per 100 calls on average.

❌ What NOT to do:

• Don’t rely on low-quality lead lists (e.g., generic business directories).
• Don’t target industries that don’t need regular cleaning (e.g., some retail businesses).

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Step 2: Mastering the Opener (The Most Important Part)

Most of your success comes from how you open the call. The best opener is short, direct, and engaging.

✅ Best Opener:
🚀 “Good morning, this is [Your Name] from [Your Company]. Are you happy with your commercial cleaning service?”

Then shut up and listen to their response.

🔹 Why This Works:

• It immediately filters prospects (happy customers won’t waste your time).
• It gets straight to the point, avoiding long-winded introductions.
• It sounds natural and doesn’t feel like a sales pitch.

Alternative Openers:

• “Hey, this is [Your Name] from [Company]. Quick question—do you handle commercial cleaning decisions for your company?”
• “Hi, this is [Your Name] with [Company]. We specialize in keeping offices spotless—do you already have a cleaner?”

❌ What NOT to do:

• Don’t use long-winded intros like “Hi, I’m John from ABC Cleaners, the premier cleaning service in the area. How are you today?”
• Avoid small talk that wastes time.

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Step 3: Handling Common Responses

Once you ask, “Are you happy with your commercial cleaning service?”, you’ll get one of three responses:

Response 1: “Yes, we’re happy with our current cleaners.”

✅ What to do:

• Respect their answer, but try to gather useful information:
  • “Got it! Just curious—when does your contract expire?”
  • “If anything changes, would it be okay to send you some info for future reference?”
• Get their email address so you can follow up later.

❌ What NOT to do:

• Don’t push them too hard—they’re happy, so move on quickly.
• Avoid trying to convince them to switch immediately—instead, plant a seed for the future.

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Response 2: “No, we’re not happy with our cleaners.”

✅ What to do:

• This is your ideal prospect—now ask discovery questions:
  • “I’m glad I called! What issues are you experiencing with your current cleaner?”
  • “What’s most important to you when choosing a cleaning service?”
  • “Would you be open to a free cleaning trial to see if we’re a better fit?”
• Try to book an appointment or offer a free trial cleaning.

❌ What NOT to do:

• Don’t jump straight into selling—let them explain their issues first.
• Avoid going into too much detail—the goal is to get them interested enough to set a meeting.

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Response 3: “We handle cleaning in-house.”

✅ What to do:

• Ask: “Got it! Have you ever considered outsourcing for deeper cleaning services?”
• If they’re open, offer a specialized service (e.g., floor waxing, deep cleaning).
• If not, move on quickly.

❌ What NOT to do:

• Don’t waste time trying to convince in-house cleaners to switch.

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Step 4: Closing & Booking the Appointment

Once you find an interested prospect, transition into booking a meeting.

🚀 Best Close:
“Let’s set up a quick visit so we can assess your needs. Does [Day/Time] work for you?”

If they hesitate, offer value:

• “No pressure! I can send over some info, and we can follow up next week. What’s your best email?”

✅ What to Do:

• Confirm the meeting time and send a calendar invite.
• Follow up via email and phone before the appointment.

❌ What NOT to do:

• Don’t end the call without a clear next step.
• Avoid using vague language like “I’ll follow up later”—lock in a date/time.

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3. Key Takeaways for Cold Calling Success

✅ What to Do:

• Make high call volumes (expect a 1%–4% conversion rate).
• Use a strong opener to filter out uninterested leads.
• Listen more than you talk—let them express their pain points.
• Move on quickly from bad leads—don’t waste time convincing them.
• Track your results—refine your approach based on response rates.

❌ What NOT to Do:

• Don’t rely on outdated, salesy scripts—people see through them.
• Don’t get stuck trying to convince happy customers to switch.
• Avoid long, robotic pitches—keep it conversational.
• Don’t be discouraged—cold calling is a marathon, not a sprint.

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Final Thoughts

Cold calling for commercial cleaning services is about finding the right person at the right time. By focusing on volume, mindset, and a strong opener, you can book more meetings and close more deals.