The US is the land of lawsuits and your buyer knows it. Product liability insurance is often a precondition of the deal, not a choice.
In the US legal system, anyone in the supply chain can be held liable for damage caused by a product, including a foreign manufacturer. Damage claims are large and legal costs are painful even for the winner. That is why a US importer often asks in the very first conversation: do you have product liability cover and at what limit.
Without it, many doors simply stay shut, especially with retail chains and larger wholesalers.
You need general commercial liability insurance with a product liability extension valid in the US and Canadian jurisdictions: that last part is the key phrase, because an ordinary European policy does not cover the US. The typical required limit is one to two million dollars per occurrence.
The price depends on the product group: moderate for furniture and packaging, higher for food and children's goods. Estonian insurers and brokers can arrange this, but be sure to ask explicitly for the US extension.
Obtain the policy before active sales work and keep an English-language certificate of insurance ready. If the buyer asks for it and you send it within five minutes, you are a professional. If you only then start looking into it, you have lost a month.
The first consultation is free: together we'll see who in the US already buys your product and how to reach them.