Helping Pet Owners Say Yes: Overcoming Price Objections Through Marketing

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This isn’t a sales pitch—it’s our way of giving back to the veterinary community we truly care about .

What if your veterinary practice could reduce price objections, attract loyal clients, and boost treatment acceptance—all through smarter marketing and communication? In this insightful episode, Naren Arulraja, CEO of Ekwa Marketing, shares actionable strategies to help veterinary professionals build trust, educate clients, and communicate value more effectively.

Discover how to turn client hesitation into confidence by leveraging online reviews, optimizing your Google Business profile, and using story-driven testimonials that highlight real success cases. Naren explains how trust and education—not discounts—are the key to overcoming price resistance and attracting the right pet owners who value quality care.

From content marketing and SEO to online reputation management, this episode dives deep into how practices can align their message, brand, and client experience to reflect true value. Naren also shares tips on evaluating your current marketing approach and implementing strategies that strengthen client loyalty and long-term growth.

This episode is a must-listen for veterinary leaders ready to shift the conversation from “price” to “value” and create a thriving, trusted, and future-ready practice.

Key Takeaways & Time Stamps

• 00:00 – 06:10: Introduction and Episode Overview
  The podcast opens with the hosts introducing the topic of overcoming price objections in veterinary care. They introduce guest Naren Arulraja, CEO of Ekwa Marketing, who shares his expertise in veterinary marketing and client trust-building. The episode’s focus is explained: how veterinary practices can communicate value effectively to help clients say yes to care.
• 06:11 – 12:00: Building Trust and Client Education
  Naren discusses the importance of attracting clients who truly care about their pets and educating them about the long-term value of proper veterinary care. The idea that price objections stem from a lack of trust and understanding is emphasized.
• 12:01 – 17:00: Leveraging Online Reviews and Testimonials
  The conversation moves to the power of detailed online reviews, testimonials, and success stories in influencing pet owner decisions. Strategies for obtaining and showcasing paragraph-type, story-driven reviews are highlighted.
• 17:01 – 20:00: Optimizing Online Presence and Google Business Profile
  Naren explains how a veterinary practice’s online presence, especially Google Business profile and SEO efforts, shape client perceptions of value. Social media is discussed as less critical for driving local client decisions compared to Google.
• 20:01 – 24:55: Content Marketing and Strategic Planning
  The episode concludes with insights on using content marketing—blogs, newsletters, case studies—to educate clients and reduce price objections. Naren encourages practice owners to assess their current marketing effectiveness and to grow their practices.

Naren Arulrajah

Computer Scientist
CEO of Ekwa Marketing | Founder, Veterinary Business Podcast

Naren Arulrajah is a visionary entrepreneur with a deep commitment to helping veterinary professionals build thriving, sustainable practices. Grounded in a philosophy of service, Naren believes that true success is rooted in empowering others—especially those who care for the health and well-being of animals.

As the CEO and Founder of Ekwa Marketing, Naren leads a team of over 250 digital marketing experts focused on serving the unique needs of independent veterinary practice owners. Ekwa specializes in delivering proven, results-driven strategies tailored for veterinarians, including website optimization, local SEO, reputation management, and digital advertising. With a client retention rate of over 95%, Ekwa has become a trusted growth partner for veterinary clinics across North America.

Naren’s impact on the veterinary industry goes beyond marketing. As the founder of the Veterinary Business Institute and the Veterinary Business Podcast, he has created a hub of knowledge, connection, and inspiration for veterinarians and practice managers. Through these platforms, he brings together experts in veterinary medicine, business, and leadership to equip practitioners with the tools they need to succeed in practice ownership and personal development.

From transforming underperforming practices into high-performing, client-centric clinics to helping aspiring veterinary entrepreneurs turn their vision into reality, Naren’s insights and mentorship have been instrumental in shaping the future of veterinary business success.

A sought-after consultant, speaker, and podcast host, Naren was honored with the 2014 Leadership Initiative Award by AceTech Ontario, recognizing his dedication to innovation, leadership, and entrepreneurial excellence. His journey is fueled by the belief that success is built on collaboration, integrity, and the courage to keep learning and growing—especially in service to those who serve animals.

Connect with Naren:

• LinkedIn
• Website