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1 Percent Close

Last updated: 2025-04-11

What is the 1 Percent Close?

The 1 Percent Close is a technique that demonstrates how a small investment or change can yield significant returns over time. This approach focuses on minimizing the perceived risk by emphasizing the minimal commitment required while highlighting the substantial potential benefits.

How It Works

The salesperson breaks down the cost or commitment into small, manageable increments (often just 1% of something) to make the decision seem less significant. Then, they contrast this small investment with the disproportionately large benefits or returns the customer will receive.

When to Use It

  • When selling products or services with high ROI potential
  • When customers are hesitant due to perceived high costs
  • For financial services, investments, or productivity tools
  • When selling solutions that compound in value over time

Example Phrases

  • "Just a 1% improvement in your conversion rate would increase your revenue by $X per month."
  • "This solution costs less than 1% of your annual budget but addresses 30% of your operational challenges."
  • "Investing just 1% of your marketing budget in this platform could increase your lead generation by 15%."
  • "If this software saves your team just 1% of their time each day, that's over 20 hours per month across your department."

Advantages

  • Makes large purchases or commitments seem more manageable
  • Focuses on ROI rather than cost
  • Appeals to logical decision-making
  • Particularly effective for B2B sales with measurable outcomes

Potential Challenges

  • Requires credible data to support ROI claims
  • May not work for products without clear financial benefits
  • Sophisticated buyers may challenge your calculations

Best Practices

  • Use real data and concrete examples specific to the customer's situation
  • Prepare a simple calculation tool or spreadsheet to demonstrate the impact
  • Focus on metrics that matter most to the decision-maker
  • Be prepared to substantiate your claims with case studies or testimonials
  • Avoid exaggeration - keep your projections realistic and defensible

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