“We’re only going a few hours away…” and Other Domestic Traveler Objections
When planning extended trips around the world or even across the country, offering travel insurance is easy. Why? Well, destinations are further away, costs are significantly higher, and the risk of cancellation or delay is something to protect against. Toss in that many health insurance providers may not offer coverage overseas, and travel insurance is a sound decision.
When vacationing closer to home however, seeing the value of travel insurance is a bit difficult. If an accident takes place, personal health or auto insurance could provide needed coverage. Or if they’ve traveled domestically in the past without incident, it seems like more of an added cost than an added benefit.
Finding the value in travel insurance for domestic travelers is a challenge, but there are practical ways to help overcome these objections.
Mention the Need for Travel Insurance Early and Often
“We’re only going a few hours away; I doubt we’ll need it.”
Travel Insurance helps to protect the entire trip investment, even if they’re only going 100 miles from home. Highlighting its importance in the beginning and throughout the planning process as costs add up brings an understanding to the total investment that could be covered while on vacation.
Remember, even if destinations aren’t far from home, planned activities, tickets, or accommodation costs may be non-refundable.
Encourage Protecting the Unexpected
“This is our 5th time going and everything has been great in the past.”
You’ve planned the family reunion in Myrtle Beach for the last 5 years with zero hiccups. You know the resort owners and staff by name, and the family adores that it’s tucked away with hardly any people, even during the busy season. This year however, you get a call that the company has gone out of business only days before the trip.
Supplier default happens, sometimes without warning or room for preparation. Travel insurance can be a huge benefit and sigh of relief when having to cancel or rearrange trip plans.
Reference Past Customer Experiences
“Everyone I know has said it was a waste, plus it’s not like we’re leaving the country.”
Many travelers have the notion that travel insurance is designed for larger scale trips abroad. They may have several friends who have vacationed to a nearby beach, and even with some hiccups in their trip, it was nothing their health insurance couldn’t cover, or a financial issue their credit card provider couldn’t solve.
Yes, it may be easy to handle travel dilemmas alone, but that doesn’t mean they should have to. Referencing past experiences of how travel insurance has helped other customers may shock them. It’s surprising how common these concerns are, and how easy they could be resolved with travel insurance.
Emphasize the Importance of ALL the Benefits
“Emergency medical coverage? I have insurance. I don’t want to pay for benefits I won’t need.”
Medical coverage is one great benefit to have, but travel insurance spans beyond medevacs and emergency dental coverage.
For example, if they’re called into Jury Duty the day their flight takes off, or find themselves swimming in Kleenex when they should be floating in a lazy river, the right policy could provide useful benefits that help move their trip. Travel insurance, unlike health insurance, also provides protection for everyone listed on the trip policy. So if their best friend rolls an ankle while hiking in Colorado, their entire trip investment may not be wasted if they have to miss the second half of their excursion.
The reasons against using travel insurance for domestic trips are limitless. When thinking about how to overcome the objections of travelers staying close to home remember, whether 100 or 1,000 miles, having some form of trip protection will always provide peace of mind.