You know your IT clients would benefit from switching to VoIP. The cost savings are obvious, the features are better, and their current phone system is outdated and only a matter of time until it stops working without notice.
But bringing it up feels awkward. You are their IT person, not their phone salesperson. Here is how to have that conversation naturally, handle the common objections, and help your clients make a decision that is genuinely good for their business. Switching to VoIP is a lot easier than most small business owners expect.
Start With the Problem, Not the Solution
Do not lead with “we have a great VoIP partner.” Lead with what you already know about their pain.
You are in their office. You see the phones. You hear the complaints. Use that.
Try something like: “I noticed you are still on [Comcast/Verizon/that old Avaya system]. Have you looked at what you are paying per month for that? Because I have been seeing clients save 40-60% by moving to a cloud phone system, and the features are much better than what you have now.”
You are not selling. You are sharing something you have seen work for other clients. The conversation starts naturally from there.
The Three Things IT Clients Care About
When a business owner thinks about their phone system, they care about exactly three things:
1. Cost is often the most important consideration for phone service. “Am I paying too much?” (The answer is almost always yes.)
2. Reliability is paramount. They need to know the phone service works as promised. “Will it work when I need it to?” (Yes, modern VoIP is rock-solid. And more reliable than traditional phone systems, as there are redundancies with cloud technologies.)
3. The hassle to change VoIP providers can be a deal breaker for many busy business owners. “Is switching going to be a nightmare?” (Not with the right provider. When done right, switching to VoIP offers zero downtime.)
Frame the entire conversation around these three points and you will cover 90 percent of their concerns.
Handling the Most Common Objections
“We tried VoIP years ago and it was terrible.”
This is the most common objection and the easiest to handle. VoIP in 2015 and VoIP in 2026 are completely different technologies. Internet speeds are faster, the infrastructure is more reliable, and providers like RemiPBX use enterprise-grade systems with built-in redundancy. Acknowledge their bad experience and explain what has changed.
“We are locked into a contract.”
Ask when it expires. Plant the seed now and follow up three months before the contract is up. Most providers auto-renew, so knowing the date is valuable.
“Switching sounds like a hassle.”
This is where your VoIP partner matters. With RemiPBX, the client does almost nothing. We design the system, configure the phones, port the numbers, and handle the transition. The old service and new service run in parallel. There is zero downtime.
“Our internet is not good enough.”
If they have a standard business internet connection, they can almost certainly support VoIP. RemiPBX assesses the connection with you before switching to make sure.
“I do not want to change our phone number.”
They do not have to. Number porting is free and there is no interruption to service.
The ROI Conversation
The data backs this up. According to Microsoft’s research on small businesses and cloud adoption, 82 percent of companies surveyed reduced costs as a result of utilizing cloud technology. For phone systems specifically, businesses typically save 30-50 percent by moving from traditional landlines to VoIP.
Pull up their current phone bill and do the math with them.
Here is a simple framework for a 10 employee office.
On-Premises Phone System Considerations:
- Current monthly phone cost (including all applicable taxes and fees on the bill): $125-500 monthly with a traditional phone provider (Comcast, Cox, Verizon, etc.)
- On-premises phone service vendor monthly maintenance fees $200-600 monthly
- Software licensing (amortized monthly) $30-180 monthly
- IT support (internal or MSP) $100-300 monthly
This does not account for the hardware expenses to run such a system. These expenses can run anywhere from $10,000 to $30,000 which impacts the overall cost of ownership.
RemiPBX Cost Per User:
Pro Plus Plan for 10 users (including taxes, fees, support and maintenance): $291 monthly
For a 10-user office with an on-premises phone system, they can cut their phone expenses in half or more. And they get auto attendant, mobile apps, voicemail to email, texting, and eFax that they are probably not getting now.
Each VoIP provider offers different packages, so it’s best to compare the offerings for each VoIP provider when carefully choosing your shortlist of VoIP reseller programs. RemiPBX offers managed VoIP so all the routine support and features are included in a straightforward, predictable and affordable monthly bill.
The ROI conversation almost sells itself when you put real numbers in front of a business owner.
When to Discuss VoIP with Your Client – Timing the Conversation
The best times to bring up switching to VoIP with a client:
• During a quarterly business review (QBR) — you are already talking about their technology roadmap
• When they complain about their phone provider — they opened the door, walk through it
• When they add employees — “by the way, are you paying per line for those new hires?”
• When their phone system breaks — nothing motivates a switch like a bad experience
• When they ask about remote work — VoIP is the natural answer to “how do we handle phones for remote employees?”
One more trigger to watch for: AT&T is actively retiring its copper network and other carriers are following. If your IT MSP client is on a traditional landline, the conversation should focus on being proactive before the cost and urgency to switch increase significantly.
When discussing switching to VoIP, you do not need a formal pitch. You just need to listen for the opening and have a simple solution ready.
Let Your Partner Do the Heavy Lifting
Your job is to qualify the VoIP lead and make the introduction. That is it.
With a partner like RemiPBX, once you connect your client to our team, we handle the consultation, proposal, system design, installation, number porting, and ongoing support. You earn the referral commission and your client gets a better phone system switching to VoIP. We offer a flexible program, so if you prefer to complete installations you can continue to do so.
You are not becoming a phone salesperson when talking to your client about switching to VoIP. You are being a good advisor by connecting your client with a solution to a problem they already have.
Get Started
Want to learn more about the RemiPBX VoIP Reseller Partner Program? Contact us to set up a call today.
Phone: 617-455-4545
Web: remipbx.com/reseller-partner/
