Does Call Reluctance^® Affect Job Seekers?
by Frank Lee

Highlights of a Report on the Impact of Fear on Job Seekers

We have conducted many studies of job seekers because they often display many of the behavioral characteristics of under-performing sales people. Job seekers are compared to salespeople because they have to sell a most precious commodity - themselves. There are some differences.

Job Seekers vs. Salespeople

Compared to salespeople, they are...

• more Call Reluctant^®
• more open and willing to be coached, advised and trained
• better able to absorb instruction
• less conflicted about selling than most salespeople

Job Seekers are Afraid

Understandably, job seekers have a great deal of confusion and fear. They cope with this fear by avoiding situations or contacts that could get them what they want. This frustrates them even more. They spend an inordinate amount of time learning how to look for a job.

Knowing what to do is not the entire problem. They are paralyzed by the fear of doing, not the lack of knowledge.

What They Can and Will Do

• Learn how to look for a job
• Worry about low probability problems
• Prepare well for all interviews
• Attend many seminars and workshops to learn even more about what to do
• Hide their current situation from family and friends
• Become easily distracted

What Many Will Not Do Without Intervention

• Make decisions easily
• Ask for the job
• Network effectively
• Interview at a high level
• Use the telephone to prospect for jobs

The following statistics come from a Human Resources consultant. Most search companies and career counselors agree. Of 100 jobs available:

• 10 are advertised
• 10 come through placement agencies
• 80 are through networking

Call Reluctance^® can stop job seekers from getting up to 80% of the jobs that are available to them. They have to let people know they are looking for a job!