When it comes to growing a pressure washing business, commercial accounts like shopping centers offer lucrative, long-term opportunities. However, breaking into this niche requires more than just great cleaning skills—you need a solid strategy for finding and securing leads. Here’s a step-by-step guide to help you land your first commercial jobs.

1. Identify the Decision Maker

The key to securing a contract lies in knowing who to approach. In shopping centers, decision-makers typically fall into three categories:

• Property Owners: These individuals hold the purse strings and often manage large-scale maintenance.
• Property Managers: Hired to oversee day-to-day operations, property managers frequently handle vendor contracts.
• Tenants: In some cases, individual businesses within the shopping center might be responsible for cleaning specific areas like dumpster pads or storefront entrances.

Start by researching ownership or management details online or by visiting the property in person to gather contact information.

2. Offer a Free Quote

Once you’ve identified the decision-maker, reach out to them directly. You can take two approaches:

• Request Permission: Call or email and ask if it’s okay to assess the property and provide a free quote.
• Skip the Ask: Since shopping centers are public spaces, you can inspect the property and send a detailed proposal without prior approval.

3. Create a Professional Proposal

The quality of your proposal can make or break your chances. Decision-makers often won’t visit the property themselves, especially if they’re managing it from another state. Your goal is to make them feel confident hiring you, even from a distance.

Here’s what your proposal should include:

• High-Quality Photos: Showcase dirty areas with clear before-and-after potential.
• Site Plans: Include labeled diagrams or maps to highlight the areas you’ll clean.
• Detailed Scope of Work: Go beyond a vague description like “clean exterior, clean sidewalk” Provide specifics, such as “pressure wash all sidewalks, dumpster pads, and storefronts.”
• W9 and COI: Include your W9 form and certificate of insurance (COI) to streamline the hiring process.

4. Start with Competitive Pricing

When you’re just starting out, keeping prices low can help you land those first contracts. Building trust and a reputation in the commercial space often leads to opportunities for upselling and increased rates down the line. For example, once you’re hired to clean sidewalks, you can suggest add-ons like graffiti removal, parking lot cleaning, or building façade washing.

5. Follow Up and Build Relationships

Securing contracts isn’t a one-and-done effort. Regularly follow up with property managers and owners to maintain relationships and stay top-of-mind for future projects. Even if your initial proposal doesn’t lead to a contract, your professional approach may win you work later.