This is important, because sometimes people don't want to think. Of course, sometimes they do. The reasoning behind the rote techniques needs to be explained, so that people can move beyond rote practice. But I still do that in concrete terms. So I tell them to begin by spending no more time applying my techniques than they already spend on testing.
People appreciate a consultant who's sensitive to their fears and constraints.
While I present a variety of techniques, I'm careful to point out which they can profitably use tomorrow and which they should defer adopting until they're satisfied with the first ones. Again, presenting a plan for incremental adoption shows that I'm taking their needs into account.