How to Start a Cleaning Business and Get Your First Customers

Cleaning is a broad field. Starting with one niche keeps your supplies, pricing and marketing simple. Residential cleaning needs the least equipment, which makes it a common place to begin before adding deep cleans and move outs.

There is no single national cleaning license. According to the SBA, what you need depends on your business structure and on your state, county and municipality, because local governments decide registration, licensing and permits. Call your state business office and your city or county clerk before you take paid work.

The SBA's launch steps make a good checklist:

1. 1Choose a business structure, such as a sole proprietorship or an LLC.
2. 2Pick a name and register it, including a DBA if you trade under a name that is not your own.
3. 3Get your federal and state tax IDs. The IRS issues an EIN for free, online and right away if your application is approved.
4. 4Apply for any business license or permits your city, county or state requires.
5. 5Open a business bank account so job income and supply costs stay separate.
6. 6Get business insurance before your first job.

Get insured before your first job. You are working inside people's homes and offices, around their floors, furniture and valuables.

• General liability covers financial loss from bodily injury, property damage and medical expenses, according to the SBA. Think of a cracked glass tabletop or a client slipping on a freshly mopped floor.
• Workers' compensation is on the SBA's list of coverage required once you have employees, and the SBA notes some states require more.
• Commercial auto is worth asking your agent about if you drive between jobs with supplies.
• Bonding comes up with some clients, especially offices. Ask your insurance agent whether a janitorial bond makes sense for the work you want.

Cleaning prices vary a lot by city, so do not copy a number from the internet. Check what a few local cleaners charge, then build your own rates from your costs.

For example, with made up numbers: if a standard clean takes you three hours, you want $30 an hour for your time, and supplies cost $8 a visit, your price needs to be at least $98 before profit and taxes.

• Flat rate by home size is easiest for customers to understand, with one price for a two bedroom and another for a four bedroom.
• Hourly suits first time deep cleans where you cannot judge the condition until you arrive.
• Recurring rates reward weekly and biweekly clients, who are the steady base of a cleaning business.
• Add ons like inside the oven, inside the fridge and interior windows lift the ticket without extra driving.

Start lean and buy for the niche you picked. A residential cleaner can begin with a solid kit and a reliable vehicle.

• Core kit: a good vacuum with a HEPA filter, microfiber cloths in several colors (one color per area, so bathroom cloths never touch the kitchen), a mop system, scrub brushes, a caddy and gloves.
• Products: an all purpose cleaner, glass cleaner, degreaser, bathroom cleaner and disinfectant, with labels and safety data sheets kept handy.
• Business tools: scheduling and invoicing software, a separate business phone number, and a checklist for each type of clean.
• Commercial extras: a commercial vacuum, a floor machine and wet floor signs if you clean offices.

Your first clients will come from people you know and from Google. Set up both properly from day one.

• Google Business Profile. It is free. If clients never visit your home, Google says to remove your address and set service areas instead. Use your real business name and add photos of your work, with clients' permission.
• A simple website with one page per service (house cleaning, deep cleaning, move out cleaning), your service area, a quote form and your phone number at the top. Here is what makes a good contractor website.
• Reviews from day one. BrightLocal found 97% of consumers read reviews for local businesses and 74% only consider ones from the last three months. Ask every client for an honest review after the first clean, and learn how to get more Google reviews the right way.
• Answer every call and message, ideally within the hour. If you are mid clean, a missed call text back keeps the lead warm until you can call.
• Referral partners. Realtors, property managers and short term rental hosts need reliable cleaners all year.