Health and wellness spending accounts (HSAs and WSAs) are an incredible way for small businesses to offer flexible benefits without going over budget. But if your clients aren’t familiar with these options, they might not get why they’re such a great option. The key is to break it down in a way that speaks to their priorities and makes sense for their business.
Let’s dive into how you can help your small business clients see the value of health and wellness spending accounts without overwhelming them with too much detail.
1. Start with What Matters to Them
Before you start talking about all the benefits of HSAs and WSAs, it’s important to get a sense of what’s on your clients’ minds. What is keeping them up at night when it comes to offering benefits? Here are a few common pain points you might hear:
They’re struggling to attract and keep good employees.
The cost of traditional benefits is too high.
Their current benefits package doesn’t seem to hit the mark with employees.
If you can frame health and wellness spending accounts as a solution to these problems, you’re already halfway there.
Pro Tip: Start the conversation by asking about their current benefits setup and where they feel like things could be better. That way, you can focus on how HSAs and WSAs can address those specific concerns.
2. Keep It Simple and Focused
Let’s be honest—most small business owners don’t have time for a deep dive into benefits jargon. Keep things simple and stick to what they care about most:
Flexibility: Show them how these accounts give employees the freedom to pick benefits that actually work for them and their personal lifestyles and values.
Cost Control: Highlight that they can set the budget and decide exactly how much they want to contribute.
Tax Savings: For HSAs, remind them that contributions are tax-deductible for the business and non-taxable for employees.
Real-world examples and quick success stories can help make it all more relatable.
Pro Tip: Use easy-to-understand analogies. For example, you could say a health spending account is like a "personalized health wallet" that employees can use as they need it.
3. Show How It Boosts Employee Satisfaction
For small businesses, keeping employees happy and engaged is everything. Health and wellness spending accounts offer perks that employees genuinely appreciate—whether it’s covering a new pair of glasses, a gym membership, child care, pet daycare, or even therapy sessions. When employees feel like their well-being is supported, they’re more likely to stick around and be productive. Plus, in a competitive job market, offering unique benefits can set a business apart from one that just offers the industry minimum.
Pro Tip: Share studies or stats showing how customizable benefits lead to happier employees and lower turnover.
4. Clear Up Any Misconceptions Right Away
Sometimes, business owners hesitate because they think HSAs and WSAs are too complicated or that employees won’t take advantage of them. Addressing these concerns up front can make the conversation smoother:
“Isn’t this going to be a hassle to manage?” Let them know that myHSA offers a user-friendly platforms that handles all of the heavy lifting and logistics.
“What if employees don’t use it?” Explain that employers only reimburse claims that are made and approved. If the employee does not use their entire allocated balance, then the employer does not need to worry about paying out the balance! They only reimburse for approved claims.
By getting ahead of these concerns, you can build trust and keep things moving forward.
Pro Tip: Give your client a tour of the myHSA platform to show how easy it is to manage, and even show them a demo of our interactive help center and live chat team.
5. Make the Financials Crystal Clear
Cost is usually the biggest sticking point for small businesses, but the flexibility of these accounts is a major selling point. Show clients how they can set contribution levels that fit their budget, with no surprise costs. They’ll appreciate the predictability and control these accounts offer.
Pro Tip: Prepare a simple budget showing different contribution levels so they can see how it might look in real numbers. Seeing it laid out visually can make a big difference.
6. Be Their Go-To Guide
Sometimes clients just need a little extra guidance to feel confident about trying something new. Position yourself as their partner through the entire process—from explaining how the accounts work to helping with employee communication. You’re not just pitching a product—you’re offering ongoing support.
Pro Tip: Provide helpful resources like employee guides, tutorial videos, and FAQs. Making the process easier for them can go a long way in building trust and ensuring a smooth rollout.
Make the Value Clear and Simple
Health and wellness spending accounts are a great fit for small businesses looking to offer flexible, affordable benefits, but clients need to truly understand the value to get on board. By focusing on their challenges, simplifying the details, and showing how these accounts can seamlessly integrate into their operations, you can help them see why this option is worth considering.
When clients feel confident they’re making the right choice, they’re more likely to take action—and you’ll strengthen your relationship with them in the process.
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