There are a few simple strategies you can use to help make the job of recommending business protection easier and more profitable.

Target your message

Business protection is most relevant to the key people it is designed to protect. It's therefore best to target decision makers. Examples are:

• Partners and directors of the business.
• Key people in finance, IT, sales and R&D.
• Guarantors of any business loans the company may hold.

Use your contacts

Remember that one excellent audience to consider when promoting business protection is your everyday professional contacts such as lawyers, surveyors and accountants. These are people that may be particularly receptive to the benefits of what you have to offer, and you already have a relationship on which to build.

Educate your audience

Many businesses do not have business protection simply because they have never considered the possibility of losing a key person. A good way to develop your relationship is to educate your clients about the benefits of cover:

• Highlight the risks and consequences of not having business protection.
• Ask thought provoking questions – could your business survive if a key person died or became critically ill?
• Explain the financial implications of losing a key person.
• Illustrate the day to day advantages of business protection.