Overcoming Objections to Travel Insurance

In our minds, no one should ever object to buying travel insurance. Certainly, 2020 emphasized the importance of being covered—and the perils and consequences of opting out. As travel professionals, we know the value of offering travel insurance, yet clients often can be resistant. 

Travel Insurance is one of the 15 modules contained in our Certified Travel Associatecourse. Take advantage of the current travel pause to upgrade your value and professionalism by enrolling in the CTA^® program today.

In the meantime, you can start thinking about how to incorporate offering travel insurance into your consultative approach going forward. Before you read this article, make a list of all the objections you think clients will have about buying travel insurance coverage. Start coming up with solutions now while you have the opportunity to do some research. Create and organize an electronic file that contains all your findings about the various policies offered by tour operators, cruise lines, and insurance vendors.

Here are some common client objections and solutions—taken from the CTA Travel Insurance module—to get you started:

CLIENT: I don’t think I need travel insurance.

YOU: If an illness, accident, or sudden change in plans forces you to cancel or interrupt your trip, you face two major financial losses: (1) money you’ve invested in nonrefundable prepayments and (2) medical expenses that aren’t covered by your health insurance. That is why more and more travelers are turning to insurance to protect their travel investment

CLIENT: I’ve heard travel insurance is expensive.

YOU: The cost is based on the value of your trip. The more you have invested in your trip, the more you need to protect it. Travel insurance covers you for losses caused by trip cancellation and interruption, medical expenses, baggage loss, and trip and baggage delay. Insurance is a great value, considering all the protection you get.

CLIENT: I think my credit card and my medical insurance policy cover me while I’m traveling. 

YOU: Read the fine print on your credit card and medical insurance policies. Many plans offer help but don’t cover expenses. There may be deductibles you are required to pay before your policy applies.

CLIENT: I am interested only in trip cancellation coverage, so I don’t need to buy any extra or additional coverage.

YOU: Many policies are designed to cover you from the moment you make a deposit until the moment you return home. That means you are protected for events that actually happen to travelers but are unable to be foreseen or predicted.

Remember that clients count on your expertise and industry knowledge. Offering travel insurance is another valuable service you can provide to enhance their overall experience.

Additionally, we believe travel insurance will be a very important component of your consultative approach when travel rebounds. Undoubtedly, this is where your value will shine. Furthermore, travel advisors—especially those who attain certified status with The Travel Institute—will continue to show the consumer why they are valuable.

To continue enhancing your skills, we invite you to explore the CTA program today and join over 26,000 elite graduates who have upgraded not only themselves but the entire profession.

Source: thetravelinstitute.com