Last month we talked about questions that surround the selling of travel protection and, how many may think its a waste. But, rest assured the goal of TravelSafe is to look after you and your Family. The article shed some light on how we are in the business of protecting and we really have the best interest of travelers in mind when creating our line of travel protection products. But where does that leave you? This time, I am going to focus on providing you with a few ideas on inspiring your clients to consider travel protection.
Travel protection is a very unique form of insurance. Unlike auto and medical, it is not legally mandated to have and while awareness surrounding the need for travel protection is rising, it seems to be towards the bottom of the insurance market food chain. We know it’s because travel protection is not required. Here at TravelSafe we are happy about that because we actually want travelers to want to purchase our product (mind blowing, I know). Travel protection is also a fairly new product across the globe when compared to its brothers and sisters.
So many travelers have yet to understand the positive qualities in protecting their travel investments. With travel protection they can embark on their voyage, knowing they have coverage if unfavorable circumstances arise. You would think knowing the risks that go along with traveling would motivate your clients to protect their travel investment, but sometimes they need to be provided with a little perspective. I guess that is why we are the insurers and the rest are the insured. We focus on risk management so others can focus on fun and relaxation. The fact is, most travelers do not think the worst could happen when they are gearing up to have the time of their lives.
So what do you do? How do you get your clients to gain awareness and understanding around the need for travel insurance without casting a dark shadow over their booking experience?
You Provide Them with Knowledge
Giving your clients information on travel protection, in a way which is easy for them to understand, is going to be beneficial to both the traveler and yourself. Let them know they have options but not it a way that overwhelms them.
When I go to the grocery store after work, I have already made 20-30 decisions throughout the day. I don’t want to be overloaded with the choice between 57 different spaghetti sauces. While it is nice to know there are 57 different choices, I am going to choose one quickly that is most relatable to my experience with spaghetti sauce. Oh, homemade basil? Yes, please! Check out.
It is the same for your clients during their travel booking process. They are already planning their vacation, which already involves a lot of decisions (most of which are exciting). They don’t want to feel overloaded with insurance information in a way that feels unrelatable.
Which leads me to my next point.
Tell a Story
Everyone loves a good story, with good reason. We want to feel human, we want to relate to others. This is especially so in any buying process. There are so many products and a ton of information in the world, it is easy to feel like a number. If your client begins to feel like just another number in the insurance market, they will lose interest quickly.
Chances are, you have known a traveler that has lost on their travel investment because they were not properly insured. You also probably know someone who was able to protect their travel investment because they did their homework and got themselves suitable coverage. Tell those stories. If your client can relate to loss, protection and risk, they will better understand why travel protection is a good investment.
Ask a Question
Asking your clients the right questions, in regards to travel protection, will help them better understand the possibilities without making them defensive. If you tell your client their medicare coverage doesn’t apply overseas, it may make them feel as though they are in need of defending the coverage they have, even if it isn’t adequate. It is better to ask questions and help your client come to the realization there is a need for travel protection than it is to tell them they are wrong in their assumptions.
You Empower Them
You can lead a horse to water but you cannot make it drink. Cliche, I know, but this can have more than one meaning. You can lead your client to their dream vacation, but you cannot make them have the perfect trip. You cannot stop the clouds from moving in or the hurricane from landing on their destination’s door. Really, protecting their dream vacation is up to them, just like enjoying the sand between their toes is.
Shine light on how travel protection is a way to ensure they are traveling safe and securing their investment. When we are proactive in our lives, we put the what ifs behind us and take one step towards enjoy each moment for what it is and that is a good feeling.
Check out this infographic that can clear the air on travel protection