How to Land Snow Removal Contracts for Commercial Landscaping and Grounds Maintenance Companies

Introduction

Winter can be a huge opportunity to keep your company’s best employees busy. During the slow season, snow removal contracts provide a steady stream of revenue in the colder months when grass growth slows and grounds require less maintenance. Commercial clients, such as manufacturing facilities, office buildings, and shopping malls (especially those with small teams) rely on regular snow removal to remain open and safe.

But finding new snow removal contracts isn’t always easy. It takes the right tools, a little strategy, and a bit of insider knowledge to find and connect with the decision-makers who are actually interested in signing a contract.

In this guide, we’ll  show you ways to close more snow removal contracts with commercial properties. We’ll talk about where to find property owners, managers, and facilities directors who’ve already indicated an interest in snow removal. We’ll introduce Convex’s property intelligence data, and show you it integrates with PropertyIntel, so you can prepare better bids, and win more contracts.

Let’s dive in.

Why Snow Removal Contracts Matter: The Big Benefits of Snow Removal Contracts

Commercial snow removal contracts offer a steady income in the winter months. Anyone with foot-traffic—medical centers, apartment buildings, airports, and more rely on snow removal to keep their parking lots and walkways safe for humans. Their risk of a lawsuit increases exponentially without the right surface preparation when ice and snow can create slipping hazards—so they need you to help them make these spaces safe.

But these contracts also open the door to provide year-round services—mulching, lawn care, landscaping, and other grounds maintenance activities can be upsold once a strong, lasting relationship has been built.

The question is, how do you find property owners actively looking for snow removal?

Traditional Methods of Finding Prospects for Snow Removal

After exhausting their current customer list, sales reps often turn to traditional prospecting methods to find snow removal opportunities:

1. Driving for Dollars: Many companies use this old-school approach, manually scouting commercial properties to identify potential leads. While this can yield results, it’s time-intensive and inefficient, particularly for large territories.

2. Cold Calls and Drop-Ins: Reaching out in person or over the phone is a classic strategy but often leads to rejection and frustration. Guarded by gatekeepers, email spam filters, and iPhones that filter calls from unknown numbers, traditional sales outreach can be ineffective at best.

3. Research Challenges: Today, everyone is dealing with “information overload.” In response, platforms like LinkedIn and even company’s own websites are removing contact information to eliminate “noise.” Making it harder to find good ways to reach people. Looking up names and job titles on Google is ineffective, and guessing just leads to undeliverable outreach and hours of effort that delivers uncertain outcomes.

The Problem: Traditional methods can feel like a “shot in the dark,” with no guarantee of reaching the right contacts. This approach wastes valuable time, limiting the number of prospects you can pursue effectively.

Using Convex to Find and Reach Decision-Makers Faster

Convex combines a few key tools to overcome prospecting, lead generation, and sales challenges by offering a more intelligent data-driven approach:

1. Property Intelligence Data and Signals: Convex’s “Signals” feature, powered by buyer intent data, identifies commercial properties where decision-makers are actively in the market for services. Your entire territory is “lit up like a Christmas tree” of sales opportunities. Instead of spending hours on prospecting and lead research, just log in to Convex and focus on prospects showing clear intent to buy.

2. Streamlined Sales Intelligence and Contact Information: Convex goes beyond property details to provide crucial contact information, including job titles, addresses, and names. With one quick search, you can view a complete list of high-potential prospects and even use Generative AI tools to draft emails, suggest the best ways to reach out based on data or plan the script for a call. This eliminates one of the biggest challenges in sales – what to say to get the decision-maker’s attention.

3. Generative AI for Personalized Outreach: Cold outreach (outbound emailing and calling) is only effective when it cuts through the noise. Property owners, managers, and other building personnel are used to getting tons of sales outreach, but most of it is generic. Convex’s Generative AI tools collect all the data attached to their account and yours and draft emails and call scripts in 2 clicks, making outreach messaging a cinch!

4. Sales Route Planning and Mapping: Convex has advanced mapping tools that let you plan your sales route more efficiently than guessing or relying on intuition. You can use its Territory Management features to segment your market by building type, industry, size, and even date of last activity – so you know what markets are “hot” and which need more attention.

Comparison: Imagine spending 2-3 hours trying to get the attention of one decision-maker versus using Convex to pull up a complete list of verified decision-makers in 3- 5 minutes and sending them personalized messages. In an apples-to-apples comparison, Comfort Systems USA (a customer of ours) tested filling the sales pipeline with Convex and the traditional way.

Their sales reps used to spend about 2 days a week on traditional methods, but now they only spend 2-3 hours a week with Convex. That’s a huge time saver! It really shows how Convex can help scale your lead generation and outreach efficiently.

Step 1: Choose the Right Commercial Properties and Build Your Ideal Customer Profile

Now that you’re equipped with the right tools, it’s time to focus on closing sales with clients that best fit your services. Not every property will be the right match, and budgets will vary. Here’s where crafting an Ideal Customer Profile (ICP) is essential for targeting the commercial properties that align with your business goals.

By defining your ICP, you can zero in on properties that need your services, match your budget, and are easy to reach. Let’s break down the main components:

1. Target Location

Focus on properties that are close to your office or main hub. By sticking to a specific area, you can create easy routes for your crews, lower travel costs, and keep your teams on schedule.

2. Target Types of Properties

Certain types of commercial properties are great for snow removal services. These places usually need regular winter upkeep, so they are good to target. Look for properties like:

• Hospitals
• Manufacturing Facilities
• Restaurants
• Mixed-use space
• Apartment complexes
• Government buildings
• Hotels
• Airports

With Convex, you can find almost 6 million properties in the USA, filter them, and highlight them on a map, making it easier to build a list of top prospects.

3. Ideal Budget

Before reaching out, think about what size and type of clients match your company’s budget needs. Larger properties often have higher budgets, while medium-sized ones may have more flexible spending. By focusing on clients that fit your budget, you can get contracts that are worth your time and resources.

Convex also allows you to measure green spaces, parking lots, and get other property details to estimate the job size and budget more accurately.

4. Target Decision-Makers

It’s important to find the right people to talk to when offering snow removal services. These are often property managers, facility directors, or owners who oversee snow removal. Convex gives you direct contact information with verified names, titles, and details, so you know you’re reaching out to the person with the authority to hire.

5. Scope and Complexity of the Job

Finally, think about the job’s size and complexity. Large properties can be more profitable, but they also require more equipment, staff, and time. Ensure you understand each property’s scale so that your company has the right resources for the job.

Step 2: Build Relationships with Key Contacts

Once you know which properties to target, connect with their managers or facility directors.

Tips for Building Connections:

1. Start Early: Use the off-season (late summer and early fall) to contact and familiarize yourself with property managers. This will give you a head start before the busy winter months.

2. Educate, Don’t Sell: Share helpful tips on preparing for winter or the latest snow removal technology. Showing value builds trust.

3. Ask About Their Needs: Every property has unique challenges. Ask about past problems with snow removal or specific areas they’re worried about.

Step 3: Make Your Proposal Stand Out

Once you have created a relationship (or at least an opportunity), it’s time to submit a proposal that catches their attention. Show you understand their property’s needs and offer options.

What to Include in Your Proposal:

• Details about Their Property: Instead of a generic proposal, include specific details, like how you’ll handle sidewalks, parking lots, and other areas.
• Service Options: Offer different packages, like basic or premium options, so they can pick what fits their budget.
• Focus on Safety and Efficiency: Commercial clients want to know their properties will be safe. Highlight the training your team has, your response time, and your reliable equipment.

There are a few ways to create a proposal – combining Convex and PropertyIntel makes it fast and accurate. With Convex’s detailed property data, aerial imagery, and measuring tools, the data needed to create a great proposal is almost a forgone conclusion. PropertyIntel transforms that data into an estimate and proposal that can be sent as early as the first interaction, and it only takes a few minutes.

Step 4: Set Your Pricing Right

Getting the price right is crucial for winning contracts and staying profitable. If you’re new to pricing commercial jobs, landscaping companies price snow removal services using several key methods to cover costs and make a profit. If you’re an old pro, you can skip this section!

Here are the most common approaches:

How to Price Snow Removal Contracts:

1. Per Push or Per Visit

With this method, companies charge each time they come out to clear snow. The rate depends on factors like:

• Size of the property
• Type of equipment needed (like plows, blowers, or salt spreaders)
• Amount of time the job takes

This method is often used for properties with less predictable snowfall needs, as it provides flexibility for both the client and the company.

2. Per Inch of Snow

This pricing is based on the amount of snowfall. For example, there may be one rate for up to 6 inches and a higher rate if snow exceeds that amount. This approach is helpful for properties where snowfall can vary widely, as it ensures the company is paid fairly for extra work in heavier snow.

3. Seasonal Contracts

Some clients prefer a set fee for the entire season, which covers all snow removal from the first to the last snowfall. Seasonal contracts are attractive to clients who want consistent service and predictable costs, and they benefit companies by ensuring regular income. Rates for seasonal contracts are usually based on average snowfall over the years, so both parties understand what’s expected.

4. Hourly Rates

In some cases, especially for larger or more complex properties, companies might charge an hourly rate for snow removal. This rate considers the time it takes for a team to clear the snow, including any additional work such as salting or sanding. Hourly rates are less common but can be useful for large or unpredictable jobs.

5. Emergency or Priority Services

For clients who need priority snow removal during or right after a storm, landscaping companies may offer an “emergency” or “priority” service at a higher rate. This option guarantees the client that their property will be cleared first, which can be essential for high-traffic or safety-sensitive properties like hospitals or shopping centers.

Other Factors Affecting Pricing:

Several factors influence the rates landscaping companies set for snow removal:

• Property Size: Larger areas take more time and resources.
• Complexity: Properties with many walkways, entrances, or irregular surfaces may need more labor.
• Location: Properties further away from the company’s base may have added travel costs.
• Equipment: Specialized equipment, like salt spreaders or skid-steers, can increase costs.
• Frequency: Regularly scheduled services may come with a discount, while one-time jobs might cost more.

Each method has pros and cons, and many companies offer a mix of these options to meet different client needs. Offering a couple of options helps clients choose a pricing structure that works best for them while ensuring the landscaping company covers its costs and meets its revenue goals—but don’t give them too many options. More than three options lead to decision fatigue, so try to keep the number of pricing options you offer to a minimum.

Step 5: Keep Track of Your Leads

Once you have leads, staying organized is key. You want to keep in touch regularly, especially as winter approaches.

Tips for Managing Leads:

• Use Convex’s Pipeline Manager or a CRM: Keep track of your contacts and opportunities in a pipeline management tool or CRM (Customer Relationship Management) system so nothing slips through the cracks. Use a visual board like a KANBAN chart to track where each prospect is in the sales cycle—from initial contact to finalizing the contract. This will give you a clear ability to project winter sales numbers.
• Regular Check-Ins: Snow removal contracts are high-stakes. Regular communication shows reliability and keeps you top-of-mind for clients.

Step 6: Deliver Great Service to Keep Clients Returning

Once you’ve won a contract, focus on providing excellent service to keep clients coming back each winter. Good service also encourages them to refer you to others.

How to Keep Clients Year After Year:

1. Be Reliable: I know this should go without saying, but showing up on time and being prepared for emergencies is 80% of the battle. Reliability goes a long way in building trust and creating relationships that last.

2. Stay in Touch: Keep clients updated on your plan for snow events. Regular updates make clients feel secure in your service.

3. Deliver a Personal Touch: People love to be surprised by a Starbucks gift card on a cold day or a small holiday gift. It doesn’t cost much to show appreciation, but it can create loyal customers.

4. Handle Complaints Well: No one wants to receive complaints, but when you do (and you will), handle them quickly and professionally. Your clients will remember how well you handled the situation more than the issue itself.

5. Be Proactive: Offer suggestions for ways your clients can prepare for snow events to minimize potential damage or hazards.

6. Pay Attention: Take note of any special requests from your clients and follow through on them.

7. Review Each Season: When winter ends, reach out for feedback and discuss renewing their contract. Being proactive helps keep clients loyal.

Landscaping companies can not only attract new clients by adopting these strategies, but you also foster long-term relationships and ensure consistent growth over the seasons. Emphasizing reliability, personalization, and proactive communication distinguishes a company in the competitive snow removal industry.

Conclusion

Getting snow removal contracts with commercial properties is about more than offering the right services. By targeting the right properties, building strong relationships, and keeping your leads organized, you can improve your chances of winning and keeping valuable contracts.

Using tools like Convex can help you save time, create accurate proposals, and reach decision-makers faster, giving you a clear edge in a competitive market.

Ready to boost your snow removal contract strategy?

Schedule a free demo to see how Convex can help you find the right clients and close more deals faster.