The Prospecting Handbook
Sales · Nº 18
The Prospecting Handbook
A Pipeline That Doesn't Depend on Referrals
Your best customers came from referrals. What's your plan for when they stop?
24 tools, a spreadsheet that turns your sales target into a daily number, and one example company worked through from the first list to the monthly review.
You get 24 tools to pick the right accounts, open the conversation with a method, book meetings that actually happen, and keep prospecting every week. Plus 14 ready-made templates and a 5-tab spreadsheet, filled in with the example.
A book explains the method. This handbook puts it to work: the tool, a worked example, and a spreadsheet with your numbers.
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
For years, your best leads came from one person: the accountant who kept sending customers your way. Then they retired. Now you make calls when there's a gap in the calendar, try once, hear "send me something," and never follow up. You've emailed your sales deck to people who didn't ask for it. And if someone asked how many meetings you need this month, you'd have to guess.
THE SPREADSHEET
Prospecting spreadsheet
Use the completed example as a reference and enter your business data in the marked fields. Check the instructions and the calculations before you make a decision.
SOUND FAMILIAR?
Three situations this handbook solves
7:30 a.m., phone in hand
The morning call block starts. The list is ready from yesterday afternoon, each account already researched, the 30-second script open next to you. No hunting for numbers, no deciding who to call. You just dial.
"Just email me something"
You used to hear that and hang up with nothing. Now you have a short answer ready: you'll send it today, and you ask whether Thursday at 9 works to go over any questions. The call ends with a date on the calendar.
A "not now" comes back around
Three months ago a company told you their current contract ends early next year. It went on the scheduled follow-up list with a date and a reason. This week the date came up, and you called while the decision was actually open.
INSIDE
What you'll find in each tool
Five parts, in the order you'll use them. Pick the target: how many accounts a day, and which ones. Prepare the outreach: five minutes of research, the right person, a short message. Work the channels: phone, email, WhatsApp, LinkedIn, events. Turn contacts into meetings that happen. Then build the routine: daily blocks, weekly numbers, and a monthly review.
WHAT YOU GET
Everything included in your purchase
- The Prospecting Handbook in PDF: 24 tools, each with a step by step, a worked example, and an exercise
- The Prospecting spreadsheet in Excel and Google Sheets, with 5 working tabs, filled in with the example company
- The Template kit: 14 ready-made texts, from the 30-second call script and the 8-touch cadence to the day-before confirmation
- 2 worksheets to fill in (target account and weekly scoreboard) and a 30-day plan, one week per stage
- Access to your handbook on the Consylion platform
Full table of contents
The 24 tools, in the order you'll use them
Part 1 · Part 1 · The right target
- 01The reverse prospecting calculationStart from the contracts you want and work back to the accounts to reach each day
- 02The profile worth prospectingCriteria you can see from the outside that point to your most valuable customers
- 03The account listNames, sources, and reasons, with the accounts you want most marked
- 04Buying triggersThe changes at a company that open a window for a conversation
Part 2 · Part 2 · Prepare your outreach
- 05Five-minute account researchWhat to know about the company before the first touch
- 06The right decision-makerWho decides, who uses, who influences, and who picks up the phone
- 07The message that opens the doorHook, problem, proof, and a small ask, in a few lines
- 08Prospecting with respect for dataWhere each contact came from, opt-out requests, and the do-not-contact list
Part 3 · Part 3 · Contact channels
- 09The multichannel cadenceEight touches across four channels, each on a set day
- 10The prospecting callA 30-second script and what to say right after "hello"
- 11Prospecting email and WhatsAppThe short written message, and WhatsApp only with permission
- 12LinkedIn without spamProfile, connection, and a real conversation before any pitch
- 13Visits and eventsWhere your customers gather, and how to turn a handshake into a meeting
Part 4 · Part 4 · From outreach to meeting
- 14Outreach objectionsShort answers to "just email me" and "we already have a provider"
- 15Qualify before you bookFour criteria so every meeting is worth your time
- 16The meeting requestDay, time, length, and agenda, instead of "a quick chat"
- 17Meetings that actually happenInvitation, confirmation, and a backup plan so the meeting doesn't fall through
- 18The scheduled follow-upThe "not now" list, with a date and a reason to come back
Part 5 · Part 5 · The prospecting machine
- 19The daily prospecting blockA fixed time, a touch target, and no interruptions
- 20The prospecting numbersThe activities that predict sales, checked every week
- 21Who does the prospectingYou, a salesperson, or someone dedicated, and what each option costs
- 22Testing your outreachChange one thing at a time, on the same number of accounts
- 23The prospecting planTarget accounts, message, cadence, and monthly targets on one page
- 24The prospecting reviewOne hour a month to adjust your list, your message, and your cadence
Who it's for
It's for you if
- Most of your new customers come from referrals, and you want to start booking meetings on your own
- You sell to other businesses, or to customers you can find by name, like doctors or property managers
- You've tried calling or messaging prospects before and gave up after a few tries because you had no method
- You book meetings that go nowhere, or that never happen at all
- You want a daily number to hit instead of prospecting whenever you have spare time
It's not for you if
- You need help running the sales meeting and closing the deal. That's The Sales Closing Handbook
- You want to build your team's funnel, CRM, and sales targets. Start with The Sales Handbook
- You want customers to find you through ads and content. See The Marketing Handbook
- You want to blast messages or buy contact lists. This handbook works one account at a time, with respect for people's data
Frequently asked questions
Won't cold outreach annoy people?
It does when you reach everyone, with no reason and no limits. The handbook works the other way: a list that fits your profile, a hook about their company, and an immediate opt-out for anyone who asks. That turns a cold call into an invitation to talk.
I sell to consumers, not businesses. Is this for me?
It is if you can find your customers by name and have a reason to reach them, like doctors, dentists, or property managers. For consumers in general, the inbound channels in The Marketing Handbook are a better fit.
Can't I just buy a contact list?
A list with no known source brings legal risk and stale contacts. The handbook shows you how to build your own from public sources and record where every piece of data came from. Rules on calls, messages, and data vary by country, and the handbook flags what to check locally.
Should I do the prospecting myself or hire someone?
Do the first two parts and the first weeks of calls yourself, so you learn what works. Hire when the reverse calculation asks for more hours than you have. One tool lays out what a dedicated prospector costs per contract before you decide.
How much time does this take?
About 2 hours and 24 minutes of reading, or 6 minutes per tool, plus the exercises. It's written for beginners. Once it's running, the routine is your daily prospecting blocks, 15 minutes on the scoreboard every Monday, and a one-hour review each month.
What do I get, and in what formats?
Each handbook is a PDF of about 100 pages with 24 to 27 tools. Every tool has step-by-step instructions and a worked example. You also get the handbook's spreadsheet in Excel (.xlsx), which opens in Google Sheets too, with the example already filled in. The message, policy, and clause templates are in the Template Kit inside the PDF, ready to copy and adapt. Read it in the member area or download the files.
How do I know if it fits my business?
Each handbook's page shows the problem it solves, who it is for and who it is not for, the full table of contents, sample pages, and the company used in the examples. The examples come from small businesses in several industries, with illustrative numbers. If it is not a fit, you can ask for a full refund within 14 days of your purchase, as described in the Refund Policy.
What is the difference between a handbook, an area set, and the Series?
A handbook solves one problem. An area set brings together every handbook and spreadsheet in one of the 6 areas, for less than the price of 5 single handbooks. The Consylion Handbook Series brings together all 100 handbooks and 100 spreadsheets, for less than the price of 8 single handbooks, and includes the next handbooks in the Series. Products outside the Series, from Consylion Life or Consylion Business, have their own price. They are sold separately and are not part of an area set or the Series.
Do I need to read everything before I start?
No. Each tool works on its own. Open the table of contents, pick the tool for today's problem, and start there. You can also read it cover to cover.
Do I need to know Excel?
The basics are enough: open the file and fill in the marked fields. The formulas are already built, and the handbook's example is filled in for reference.
How do I pay, and when do I get access?
By card or bank transfer, as a one-time payment with no subscription. Once your payment is confirmed, you get access to the member area by email. Approved card payments are confirmed right away. Bank transfers are confirmed when the funds clear. If access does not arrive within 24 hours of confirmation, check your spam folder and write to team@consylion.org.
How long do I have access, and how can I use the files?
Access does not expire, and you can download the files for offline use. The license is individual. You may read the handbooks, print them for your own use, and fill in and adapt the spreadsheet and templates with your company's data. If you are a consultant, accountant, or manager, you may apply the tools with your clients and deliver the result of your work, not the files. You may not share, resell, or distribute the files or the access.
How do support and refunds work?
Support is by email at team@consylion.org, on business days, with a reply within 5 business days. It covers questions about access, files, and payment. It does not include consulting or advice on applying the material to your case. You can cancel within 14 days of your purchase, without giving a reason, and get the full amount back through the payment method you used. Send the request to the same email. The details are in the Refund Policy.
CONSYLION HANDBOOK SERIES
The 6 departments of your business, for less than the price of 8 single handbooks.
This handbook solves today's problem. The Series solves the next one, and the one after that, with nothing more to pay.
- 100 handbooks with 2,403 ready-made tools, to read on screen and download as PDFs
- 100 spreadsheets for Excel and Google Sheets
- 6 business areas
- Lifetime access, unlocked once payment is confirmed
One-time payment of $197.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
Sales · Nº 18
Stop waiting for the phone to ring
Referrals are great until they dry up. This handbook gives you the daily number, the list, the words, and the routine to start conversations on purpose, with a spreadsheet and a worked example to follow. Who you call tomorrow morning is up to you.
See all 100 handbooks · $197.00
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.