Depending on which part of the country you live in, you're probably very familiar with at least one major natural disaster threat. You may even be "luck enough" to have two disaster threats considered primary for your area. And although any natural disaster has the potential to strike at any time, each has a designated "season":
- Tornado season: March-July
- Hurricane season: June-November
- Fire season: October-January
- Earthquake season: January-December (okay, there is no season on this one; it's year-round)
When's the last time you talked to your clients about their plans should disaster strike? And are you addressing the threats that impact your clients' businesses in all the locations that they operate. Don't make the common mistake of addressing only those you're personally most familiar with. A business may be headquartered in the Midwest, but the location of its greatest resources could make hurricanes a bigger threat than its HQ region suggests. Is your client fully versed in disaster preparedness, not only for headquarters but also for where the organization's other locations operate?
Points to cover with your clients:
- The need for business interruption coverage
- The most common causes of business disruption: office fires, burst water pipes, a smashed transformer or a fallen communications tower. Of course, it doesn't take a natural disaster for any of those to happen, and without adequate coverage, just one of those events could cause the end of a smaller business already working with limited resources.
- Disaster plan requirements:
○ Back up processes in the event of power outages
○ Communication plans to reach both clients and employees in emergencies
○ Remote work options if their office becomes unusable
○ Basic supplies in reserve at an off-site location
○ Identified disaster-preparedness point person or team.
For you, the biggest value in covering this information is that it positions you as more than a salesperson. It positions you as someone interested in creating a valued, long-term partnership. If you'd like even more detailed disaster plan ideas to share with your customers, visit agilityrecovery.com or check out Emergency Essentials for ideas.