How to Upsell to "Bleisure" Travellers
“Bleisure travel” – we’ve been hearing about this trend lately, but what is it, and how does it affect you as an insurance professional? Essentially, this travel trend mixes business with leisure, where business travellers tack on extra days before and/or after their business arrangements to get some personal travel time in too. It’s becoming increasingly popular – not only with millennials, but also with business travellers with young families.
Bleisure travel has great potential to become a lucrative market segment. In fact, a Hilton Hotels & Resorts survey reports that 70% of business professionals 25 to 35 years old said they have a desire to extend their work trips for leisure purposes.
That said, the “leisure” part of their trip is on their own dime; that’s why they’ll need to look into additional travel insurance coverage. While you already know the value of an Emergency Medical Multi Trip Annual plan, you may not have considered these 4 ways to enhance and/or upsell a Multi Trip Annual plan for business travellers: - Top-up group plan coverage
If your customers already have travel insurance from their employer’s group plan but aren’t covered for the full length of their trip, Top-Up is a great solution. It can be added to the beginning of their business trip to supplement existing coverage. For example, if your customer has an employee group plan that offers 30 days of travel medical, but the trip is scheduled for 45 days, you can sell TuGo’s Top-Up policy for 15-days, to provide protection for the entire trip. - Recommend adding trip extensions
If you’re working with customers who are frequent fliers, let them know that TuGo allows extensions to be added to existing policies. For example, if your customer is considering a 10-day Multi Trip Annual plan but knows of an upcoming 14-day tropical getaway, you can recommend a 4-day extension. - Make it a family plan
Our family plans are always the most economical choice if your customers are planning on bringing the rest of the gang along. - Under TuGo’s policy, a family includes individuals 59 years of age and under consisting of your customer, all dependent children, dependent grandchildren, and your customer’s spouse
- Kids are essentially covered for free, when there are two parents on the same plan
- There isn’t a limit on the number of children covered under a family plan
- Show why Trip Cancellation & Trip Interruption are a good idea
Whether your customer is planning on adding travel before or after their business trip, Trip Cancellation & Trip Interruption Insurance can cover them for unexpected events. Based on your customer, consider speaking to certain covered risks that would be most applicable to them, such as: - Delays due to weather conditions, natural disasters, accidents or emergencies
- Cancellation of a business meeting at their final destination
- Formal written travel advisories and/or travel warnings issued by Global Affairs Canada or Public Health Agency of Canada (PHAC) advising them to “avoid all travel” or “avoid non-essential travel” to their travel destinations
- This is applicable when the advisory is issued after the date the trip is booked (or after the insurance is purchased, whichever occurs later), and is still in effect on their departure date
Regardless of where or why your customers are travelling for business, start the conversation, and find out what their plans are before and after their business trips to maximize your sales potential. |
