Decision maker - appointment setting

GBS

DM Response: We’re already using a broker

Rebuttal:

That's great! We work well with brokers. Let's spend a few minutes together so you can determine whether to make an introduction for me to your broker.

OR

That's great! We work very well with brokers and employers like you to create a more comprehensive benefit program. That is more important today than ever. What broker (agency) do you work with for your health insurance (worker's compensation; deferred income, etc.)?

DM Response: What are voluntary benefits?

Rebuttal: I'm glad you asked! Just as the name suggests, participation is voluntary for the employee and these benefits are typically employee-paid. With all the changes in healthcare these days, more employers are realizing the value of voluntary benefits. It will only take about 15 minutes to explain why. Is [time] ok, or would [time] be better for you?

DM Response: Is it insurance?

Rebuttal: Yes, it is! But it is much more than that. Implementing a comprehensive voluntary benefit program properly will provide some relief from the stress and frustration of offering a competitive benefits program without impacting your bottom line. Is [time] ok, or would [time] be better for you?

DM response: Is this like (Aflac, Colonial)?

Rebuttal: Great! You're familiar with voluntary benefits. There is similarity in the products companies offer and we could debate the pros and cons of specific products. However, the reason so many companies do business with us is because we show them how to use enrollment technology, education and communication processes, and voluntary benefits (the products) in such a way that meets the needs of employees and the business. You probably want to know how we do that, don't you? It will only take about 15 minutes. Is [time] ok, or would [time] be better for you?

DM response: We already have voluntary benefits in place.

Rebuttal: Great! You're familiar with voluntary benefits. There is similarity in the products companies offer and we could debate the pros and cons of specific products. I'm sure you would agree, however, that it isn't a benefit if the employee doesn't know about it or understand it.

We are experts in the communication and administration of employee benefits. Our goal with you is to make sure employees understand their benefits so they can make educated decisions and appreciate what the company is doing for them. In fact, many companies we work with have employees thanking them for offering our plans even though the employees are actually paying for them. It only takes about 15 minutes to explain the details. Are you available now or would [time] be better for you?

DM response: What are you selling?

Rebuttal: I'm glad you asked. Insurance products, through a voluntary benefit program that actually helps the company as much as it does the employee. This is offered at no cost to you. You probably want to know how we do that, don't you? It will only take about 15 minutes to explain. Is [time] ok, or would [time] be better for you?

DM response: any question…

Rebuttal: Mr. Smith, that's a great question and you'll have others. That is why I'm asking for the courtesy of 15 minutes, so I can fully explain how we help employers like you. You would agree that making a decision with full information is the only way to go, right? Is [time] ok, or would [time] be better for you?

DM response: I don’t have time to talk about insurance

Agent: I completely understand. Nobody wants to spend time talking about insurance! What managers like you do want to talk about (want to know) is how we can show them how to solve some of their current or potential problems within their benefit programs. That is the reason so many employers like XYZ (inference) are working with us. It will only take about 15 minutes to explain what I mean. Is [time] ok, or would [time] be better for you?

DM: Our employees have enough insurance

Agent: I completely understand why you would say that. However, it would surprise me if anyone today has enough or too much insurance. I find when talking with managers like you, is that they are frustrated because employees don’t have a good understanding of the benefits offered. They often feel as if there isn’t an appreciation for all the company does. In other words, it isn’t a benefit if the employee doesn’t know about it or is confused by it. That could be the case with your employees.

Well, that is why so many employers like XYZ (inference) work with us. We show them how to use voluntary benefits so that employees know what good things the company is doing on their behalf. And it will only take about 15 minutes to explain how. Is [time] ok, or would [time] be better for you?

DM: Our employees wouldn’t be interested.

Agent: I completely understand why you would say that. What I’d like to show you is how the company can benefit from a properly implemented voluntary benefit program. We have a unique and fun way of gaining employees’ interest. And it will only take about 15 minutes to explain. Is [time] ok, or would [time] be better for you?

DM: Our employees can’t afford any more insurance.

Agent: Well, Mr. Smith, I’ve had customers think that at first. What they found was that a voluntary benefit program, properly implemented, was a good decision for the company AND was affordable for many employees. And it will only take about 15 minutes to explain it. Is [time] ok, or would [time] be better for you?

DM: Follow up with me at a later date.

Agent: Of course, I’ll be glad to follow up Mr. Smith…and I know you’ll be just as busy then. May we set a 15-minute appointment instead of a general follow-up? Is [time] ok, or would [time] be better for you?