What to say on a cleaning walkthrough (full script)
The walkthrough is where the contract is won or lost. Here's the question-by-question script we give CleanReach clients.
Open by naming why you are there
The first ninety seconds set whether this is a quote or a conversation. Do not open with your company history. 'Thanks for the time. My plan is to walk the building with you for about fifteen minutes, ask a few questions about what's working and what isn't, and get you a fixed monthly price by tomorrow. If anything I see means we're not the right fit, I'll tell you on the spot.' That last line does more for trust than any brochure.
The six questions that decide the price
- How many square feet, and which areas are in scope? - How many nights a week, and what hours can we access the building? - Who cleans it now, and what made you take this meeting? - What has to be perfect every single day for you personally? - Who else is involved in the decision, and when do you need this in place? - Is there a current contract, and when does it end? The third and sixth are the important ones. 'What made you take this meeting' surfaces the real pain; the contract end date tells you whether this is a live deal or a price check.
What to physically look at
Walk restrooms, entrance, kitchen or break area, and the highest-traffic floor first — these four are where complaints come from and where you will demonstrate you know the job. Check floor type and condition, restroom fixture count, bin count and waste route, access and key handling, storage for supplies, and anything the last cleaner has clearly been skipping. Photograph problem areas with permission. Those photos become the strongest page in your proposal.
Handling 'what will it cost?' on the walk
You will be asked before you have the numbers. Do not guess a figure you cannot defend. 'Buildings this size and frequency usually land in a range, and I'd rather give you a real number than a hopeful one. I'll have a fixed price with the scope written out to you by tomorrow morning.' If they push for a bracket, give a wide one anchored to scope, then move straight back to a question about frequency.
Close the next step before you leave
Never end on 'I'll send that over'. End on a scheduled decision. 'I'll have this to you by ten tomorrow. Are you free Thursday at nine for ten minutes to go through it, or is Friday better?' A booked follow-up converts far better than a proposal sent into silence — and it tells you immediately whether the buyer is real.
Follow up like the contract matters
Most cleaning companies send one proposal and stop. A third of wins come from contacts four through eight. After the proposal: a call at the agreed time, a photo-based note two days later, a short check-in the following week, then a monthly touch until their contract end date. Buildings that said no in March sign in September, and the company still in the inbox gets that call.
FAQs
How long should a cleaning walkthrough take?+
Fifteen to twenty-five minutes for most small and mid-size commercial buildings. Longer suggests you are selling rather than scoping.
Should I quote a price during the walkthrough?+
No. Take the measurements, promise a fixed written price within 24 hours, and hold the line politely if pushed for a number you cannot yet defend.
What should I bring to a walkthrough?+
A measuring app or wheel, a phone for photos, a printed scope checklist, proof of insurance, and a one-page bid sheet you complete the same way every time.
What is the most important question to ask?+
'What made you take this meeting?' It surfaces the specific failure driving the change, and your proposal should answer that failure first.
How many follow-ups should I do?+
At least four to eight over the following month, then a monthly touch until their current contract ends. Most companies quit after one.