3 Ways To Sell Business

3 Ways to Sell Business-Travel Accident Insurance
By Dominick Zenzola
February 9, 2012 • Reprints

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Intoday’s global business climate, in which the pursuit of opportunity results in increased employee travel to some of the most dangerous regions of the world, agents and brokers have an opportunityto mitigate their clients’ risks by providing them with a comprehensive business-travel accident-insurance plan.
According to the Global Business Travel Association, business-travel spending in 2011was up by 6.9 percent and is expected to see continued growth in 2012. While both domestic and international travel affords businesses substantial growth opportunity, it also means that companies facefurther exposure to costly risks and liability.
How to convince your clients
Agents should take the opportunity to present accident and health products when they are in front of decision-makers atfirms. Here are three factors to consider when trying to convince clients to buy the products:
Access: In most cases a human-resources professional, risk manager or office administrator is the mainpoint of contact at a company for an agent or broker, while the CFO ultimately determines which policies are indispensable and which aren’t. Therefore, cultivating your relationship with theserepresentatives is fundamental to gaining access to a decision-maker like the CFO.
Education: Once you have gained access to the decision-maker, educating them on the many risks of business travel, frommedical evacuations to kidnappings, will help to inform them about what types of exposures their employees face. (Be sure to note that not all situations are as obvious and dire); businesses can facemuch exposure, for example, from employee negligence.
Filling in the gaps: When approaching a client about a business-travel accident policy, be prepared for your client to say “But we have workers’...