One of the most often heard objections from an employer to offering voluntary benefits is, “My employees don’t want it.”

How do you know??

Because you asked them???

What did you ask them? Hey, so do you want more insurance? Of course their answer is no.

 How do I know that? Because they don't want any insurance. Period. Neither do you.

But you have insurance because doing so brings peace of mind. That's what voluntary benefits do. It brings peace of mind to an area where your employees may not even know they have a problem, which is why they weren’t interested when you asked them.

It's like Jay Leno said about driverless cars, "ask someone if they want a car without a steering wheel. No, I don't want that. Ask them if they'd like to reduce fatalities on the road, where the car stops to avoid hitting someone before you would have stopped. Oh yeah, I want that."

Same with your question: “Do you want more insurance?  Oh, and if you do, you’re paying for it.” How are they supposed to answer that? They have no idea what you're talking about.

Instead, try “Hey, how would you like to be able to get your hands on some extra cash if you or someone in your family is in the hospital for a day or two?”  Or try, “Would it be helpful to find out about a plan that can help you pay for your deductible and copayments?”

Don’t just assume that your employees already know all the details that exist behind the simple question, “would you like to buy more insurance.”  Give them the chance to know what you are really asking them.

Talk with your Kapnick client executive for more information.