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Pick Up the PACE Self Study and Implementation Guide

Put Referral Selling Into Action

Put your money where your business is. Get in, get active, and get referrals.

Pick Up the PACE equips you with all the referral-sales tools you need to find clients who will make you money (and who you love doing business with). Pick Up the PACE is your bridge to referral selling. Start now.

This guide includes worksheets, instructions, excerpts from No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and specific planning tools to quickly build your referral network.

PLUS: Pick Up the Pace Companion Audio: In this audio, Joanne walks you through your referral-selling training. It’s like being together with Joanne in a workshop for a day—with personalized tips and guidance to build your referral business. She also shares traps to avoid that she’s learned from working with clients for more than 15 years.

Pick Up the PACE is a cohesive referral-selling program which delivers Joanne Black’s proven referral-sales methodology and actionable tools all under one cover. Here’s what you get:

The Breakthrough Referral-Selling System

  • What It Takes to Run a Referral-Selling Business: Learn the five-step process to make referral selling your priority, build your skills, create metrics, and ensure immediate results.
  • Business & Personal Goals: A brief exercise to chronicle your goals and select an Accountability Partner to keep you on track.
  • Business-Development Strategy: Assess how you currently spend your prospecting time and leverage your highest pay-off activities.
  • Describing Your Business / Features & Results: It’s no longer about “features” and “benefits”. Answer the question: Why would clients buy from me? Become known as the expert in your field.
  • Positioning Your Business / 10-Second Introduction: What do you say when people ask, “What do you do?” Create a compelling introduction so people will say, “Tell me more.”
  • Ideal Client / Creating an Ideal Client Profile: Asking for referral requires you to specifically describe your Ideal Client. It’s not “anyone.”
  • Ideal Client / Features & Results: Translate the business results you offer specifically for your Ideal Client.
  • Your Referral Wheel: Brainstorm categories of people who could be referral sources. You don’t know who people know until you ask.
  • Referral Categories & Names: Prioritize the referral sources you know best and list specific people to contact.
  • atTRACT New Business: Learn the proprietary, proven, step-by-step process to ask for referrals and receive an introduction to your Ideal Client.
  • atTRACT New Business / Having the atTRACT Conversation: Practice in person with a colleague you know well.
  • Voicemail or Personal Message: Learn how to leave a compelling voicemail to schedule the referral meeting in less than 30 seconds.
  • Business-Development Plan: Revisit your prospecting activities and assess your willingness to execute your plan.
  • You Get What You Measure: Complete this tool with referral metrics to keep you on track.

Pick Up the PACE is included with our premium product packages

Growing Your Sales

Full Throttle Sales Program

Create Your Referral-Sales Plan

Pick Up the PACE: The four action steps to put referral selling into action.

  • A New Way of Working: Consider the cost of not making the transition to referral selling.
  • Referral Action Plan: Create your referral plan on one page.
  1. Prioritize & Practice: Your checklist of activities to apply the atTRACT process
  2. Accountability Counts: Set referral goals and track your progress
  3. Clarity Is Essential: Update your Ideal Client Profile and articulate why clients work with you
  4. Enable Success: Identify supporters and follow up actions

Pick Up the PACE Sneak Peek

Take a look at this exclusive referral-selling handbook now. Download your Pick Up the PACE preview.


The Appendix includes a wealth of Referral Reminder tools and worksheets for you to refer to daily. There are blank worksheets and additional trouble-shooting suggestions.

  • 10-Second Introductions
  • The Referral Wheel Memory Joggers
  • Begging & Pleading Comments
  • Asking with Confidence
  • Referral-Selling Reinforcement
  • Sample Referral Action Plan
  • Red Flags: Troubleshooting
  • Prioritize & Practice Referral Selling

Pick Up the PACE is included with our premium product packages

Growing Your Sales

Full Throttle Sales Program

Hands-On Referral Selling Benefits That Work

Pick Up the PACE includes more than 80 pages of worksheets with exercises, practice instructions, tips and tools, and reinforcement checklists. Getting started has never been easier, more straightforward, or more impactful:

  • Discover the 5 proven, game-changing referral tools
  • Identify your Ideal Clients and fire the rest
  • Learn the step-by-step process to get referrals every time
  • Become the “go-to” expert in your field
  • Boost your close rate to more than 70%

Referral Selling Is Within Your Reach

This hands-on referral-selling resource is available as a hard-copy, spiral-bound handbook with an audio CD.

Preview Pick Up the PACE: Transform the Way You Sell

Learn how to put referral selling into action: Download your Pick Up the PACE preview.

Commit to referral selling and turn cold to gold.

Pick Up the PACE is included with our premium product packages

Growing Your Sales

Full Throttle Sales Program

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