First, analyze what you want to say and how you need to say it, says Veterinary Economics Editorial Advisory Board member Dr. Ernest Ward Jr., owner of Seaside Animal Care in Calabash, N.C. You need to be passionate and excited about the products and services you recommend, so use them on your own pets, and ask your staff to do the same. "The personal testimony you'll be able to share with your clients will boost your credibility and compliance," Dr. Ward says.

Approach the subject with compassion and let the client know that you understand how much she cares for her pet, Dr. Ward says. Describe the benefits of a healthy lifestyle and emphasize your goal of preserving the client's relationship with her pet as long as possible. Finally, ask for a commitment. For example, you might say, "Would you be willing to try this diet and exercise program for two weeks and then call and tell me how it's working?" Pause and wait for a response. You'll see higher compliance rates by using this simple technique.