Their river cruise has been booked. Candlelit dinner on the beach outside of the villa is reserved. Securing travel insurance, however, not quite yet. “No worries,” they tell you. “We’ll take the information and read it over… just in case.”
The reasons to follow up after a travel insurance sales opportunity are numerous. Not the least of which is helping your customer understand the value in the benefits it includes and improving your chances of actually making the sale.
1. Most customers don’t read the take home information.
So what happens next is up to you. When reaching back out to a customer there are two things to keep in mind:
This may be your only opportunity to revisit the conversation, so be prompt in your follow up while the discussion is top of mind with your customers.
And, make your follow up personal and quick. Of course, you don’t want the reader to overlook or delete the email, but you also don’t want them blocking or unsubscribing from future communication. Irrelevant content is listed as a top reason why people bounce from a subscription list.
2. Following up helps your credibility and gains your clients’ trust as a travel advisor.
Of course, a follow up about travel insurance shows that you are concerned about securing their trip investment.
But it also positions you as an advocate for the overall importance of safety during travel. You can and should come across as an expert in travel protocol.
When done correctly, a well-crafted follow up will do more than build customer loyalty. It will emphasize your compassion as a part of your brand, not just another up-sale.
3. It allows you an opportunity to answer questions that otherwise would not have been asked.
As any agent knows, not all questions are apparent in the first conversation. But circling back can bring those unknowns to the surface.
By thinking about the follow up in this way, it allows you the opportunity to respond rather than react, making you a resource instead providing yet another supplier. Questions also reduce frustrations and eliminate errors or misunderstandings once travel begins.
When following up ask your customers how comfortable they are with the materials they’ve been given, and connect them with answers to frequently asked questions up front.
4. It’s not as hard as you think
Picking up the phone and making 65 calls is hard and quite outdated. You can and should follow up by email easily. Simplify the process by creating templates relevant to each possible scenario and timeline of your customers’ planning process. If you lack time to create templates by hand there are several tools you can use to automate this process.
2nd Chance by Maxmail is one of them. Travel agents using Allianz Global Assistance’s award-winning AgentMax software have access to MaxMail functions like sending clients reminders about purchasing travel insurance with just a single click.
MaxMail reminders are co-branded for the travel agent or agency and the product offering can be customized to best meet your customer’s needs. And you can decide when an email or series of emails should be sent create a powerful email marketing campaign with just a single click of a mouse.