Making the case for insurance should be easy. They’ve invested in an experience planned well into the future and a lot can happen before or during their trip.
Still, it’s a challenge for customers to see the importance of trip protection. If they’ve never experienced troubles on vacation, it can seem like an unnecessary expense.
And if they are interested in securing their investment, it’s not easy to recommend a third-party supplier. After all, tour operators or credit cards may offer their own form of protection that seems convenient.
But you can overcome these objections by understanding the issues and providing the right information to best inform them. Client insight combined with simple, repeatable techniques can turn any hesitation into an opportunity.
Become an expert on one plan–
As a travel consultant, you understand the importance of finding your niche. Likewise, being well versed in one plan can work to your advantage. Specializing in one product that’s beneficial to your customer base adds to the tailored experience you provide your customers from beginning to end.
Simplify the reason to buy –
If you’ve planned a romantic babymoon road trip, your customer is not likely interested in knowing about airline change fee benefits. Vacationing in the middle of hurricane season, however, may be problematic. Relating the need to buy to your customers’ itinerary makes the importance of travel insurance relevant.
Offer Travel Insurance when they begin their booking –
Keep the idea top of mind by mentioning travel insurance early and throughout the planning process. Knowing that protection is available for their investment provides added confidence and security as the trip comes together.
Provide Examples –
Past feedback is important in making a final decision. Just as you may have shown them happy kids and families on the beach, it is just as important to reiterate the value of insurance through past cases.
Provide a quote –
Your customer is hesitant to add travel protection to her family’s spring break trip. “Insuring a family of six middle-schoolers will be costly,” she tells you. Providing a quote based on her trip may show it’s not as hefty as she imagined. Visualizing concrete numbers helps customers understand just how affordable travel insurance is.
Provide a brochure –
Send your customers off with details of everything you’ve discussed if they need to weigh the pros and the cons. Highlight customer service numbers and websites they can use to learn more about travel insurance.
Offer protection multiple times –
Show them you care about their safety and their investment. Using a well-crafted follow-up will do more than build customer trust in your brand. It will emphasize compassion as a part of your agency, not just another up-sale.
If your client declines use a waiver –
You’ve made a good faith attempt to protect their adventure. But in the end, if the answer is still no, as a best practice, we recommend getting customers to sign a waiver stating they were offered and declined to purchase it.
The challenges and opportunities involved with selling travel insurance can’t be overstated. Use these practices to keep your customers informed about the benefits of travel insurance and offer the best plan for your client’s individual needs.