How to Recommend Coverage to Your Customers
This is not a sales pitch.
It’s a simple, natural conversation to help your customers make informed decisions and dive with peace of mind.
Start with the Present Moment
(At the Shop)
Before diving, ask:
“Are you covered for diving accidents?”
Most customers either don’t know or assume they are covered.
You can gently clarify:
“Here we’re talking about dive-specific coverage — things like hyperbaric treatment or evacuation.
Not all insurance includes that.”
Keep It Relevant and Simple
Avoid overwhelming explanations.
“Diving is very safe, but if something does happen, it’s specific and time-sensitive — that’s why having the right coverage matters.”
Make a Clear Advise
“We usually recommend DiveAssure because it’s designed specifically for diving.”
“In case of an incident, they coordinate everything — treatment, evacuation, and direct payments — so there are no delays.”
Offer a Simple Option
(Short-Term)
“For today or this trip, you can take a short-term plan — quick and easy, just to be covered while you’re diving.”
Introduce the Annual Plan Naturally
“If you think you’ll keep diving or travel again this year, the annual plan usually makes more sense.”
Position Travel Coverage as an Added Value
“The annual plan doesn’t just cover diving accidents.”
“It also includes travel coverage — flights, delays, medical — so you’re covered for your next trips as well.”
For StartDive Students
At the beginning of training:
“We include a basic plan to get you started, but many students choose to upgrade so they’re fully covered from the first dive.”
At the end of training:
“Now that you’re certified and likely to dive more, this is usually when divers upgrade to full coverage.”
QUICK SCRIPT
- “Before we go in the water, I always check – are you covered for diving accidents?”
- “Even if you have insurance, it doesn’t always include things like hyperbaric treatment or evacuation.”
- “We recommend DiveAssure – it’s built specifically for diving, so everything is handled quickly if something happens.”
- “For today/this week, you can take a short-term plan.”
- “If you plan to keep diving or travel this year, the annual plan usually makes more sense – it also covers your trips abroad, not just diving.”
- “No pressure – just something I recommend so you can dive with peace of mind.”
Key Principles
- Speak as a guide, not a salesperson
- Keep it short and natural
- Focus on awareness, not fear
- Let the customer decide
- Recommend based on care, not commission
- Always keep the tone supportive, not pushy.