When I work with clients on a job search, we begin with writing a very good compelling resume together with a brilliant cover letter. (shamless self promotion on my part)

Job posting boards are discussed, we develop the list of targeted companies to pursue. We work on interview prep and on-line submissions.  And somewhere in there I point out the merits of separating from the pack. In other words, what to do that most of the other competing candidates aren’t willing to do. Like picking up the phone and making a call into HR, or staffing, or a company department or directly into the boss to either follow up on an online application, or present themselves.

Everything  we’ve done, up to this point, was pretty straightforward. Computer research, developing the resume message, building the targets.  But when we get to the point where we prepare to call into the company from our targeted list, that’s where irrational behavior interrupts the progress. It’s fear, plain and simple, deer in the headlights fear. They can’t pick up the phone and call.

What’s the big deal?  It’s just a call, right? Yes and No.

YES, it’s just a call. But it’s a call that’s critical. It’s a chance to talk to your prospective new boss and not just rely on the résumé to do your work for you. It’s your face-to-face introduction, your chance to take a step forward, put your hand out and say – “look at me.” This is your chance to get a foot in the door.

NO, it’s not just a call. The call is the most insignificant part of the equation. By calling, you’re presenting a picture of someone who’s different.  You’re projecting a profile of a person with strength, with courage, with a determination that most don’t have, the courage to look fear in the face and stand tall and firm against the looming rejection.

I had a conversation with a well-qualified person on a job search recently who admitted to how fear stopped her in her tracks during her calls. The problem with Casey was one of not knowing what to say when she was posed with a seemingly irreversable objection.  For instance, during a call into a company, Casey had made the HR admin told her, “we aren’t hiring,” Casey froze and had nothing else to say. This was not an isolated incident with Casey. And a matter of fact many face this issue.  It was what Casey feared most. Freezing up.

Now let me say, Casey ALWAYS has something to say. Her warehouse of good ideas, frank opinions, and sage advice went dark and the doors closed on her. She went empty, out of something to say except to whisper,  “Thanks,” and “Good bye,” and the call was over.

My advice:

Establish touch point questions, devices, if you will, that will allow the ice in the throat to melt and give time for the doors to your “Ideas Warehouse” to open again.  Once you’ve heard a conversation-busting NO, it’s not the time to continue selling.  Because they’ve  heard enough of your statement or presentation to give you an answer and the answer is something like NO. So, DO NOT continue selling.  It’s time to turn the tables. Pass the monkey on to them.  For instance.

When faced with HR Maggie saying, “We aren’t hiring,” consider moving onto another track.  Ask for her help.

Reply with, “I understand.” Then ask her: “Maggie, I’m stuck. I could really use your help. If it were you, how would go about getting a job with your company. I mean, what advice could you give me?” This is very effective , because it let’s you breath,  listen and will allow you to unfreeze the warehouse of ideas while they’re talking. And unless it’s a heartless person on the other end of the line, most people, when asked for help, usually will try to help. It’s true.

Now I can’t guarantee this method will always work, but it’s worth a try.  You have nothing to lose what-so-ever. My guess is you’ll be surprised.

Another touch point – Change the subject. Again use the sympathetic questioning method after she’s give you the NO and after the compulsory pause.  “Maggie,” you say in earnest,  “It sounds like you really like it there.  How long have you been there?” This just might bring Maggie out of her defensive posture.  Because people like to talk about themselves, more than anything. The questions you can ask Maggie are endless and are only hampered by her time.  Above all, be respectful of her time.

Another touch point – Ask for their honest opinion.  Ever heard the saying, opinions are like bird droppings, they’re everywhere? Yes, everyone has them.  So, in the case of Maggie saying “NO.” Again respond with, “I understand,” followed by the obligatory pause and, “Maggie, you’ve heard me. You’ve seen my résumé (that’s if she has seen the résumé), level with me.  Am I the type of person who will fit in with your company?” Unless it’s Nurse Cratchit, you’ll get some kind of reply, and enough time to open your warehouse of ideas and thaw out the throat and use your wits about you. Again the number of opinions to ask can be numerous: How do you like it there? Is the company as good as everyone says it is? When’s a good time to check back? Do think I have a chance?

Summary:  If you want to be a stand-out candidate for a job with one of your target companies, consider very seriously calling into the company.  Don’t stop with one secretary, HR, or manager, or VP. Call as many as you can find. Spread your name around. Don’t be afraid.  It’s worth it.

For more information on phone fear: http://nophonefear.wordpress
Or fear of rejection from difficult people: http://nophonefear.wordpress.com/2009/08/27/phone-fear-is-fear-of-rejection-from-difficult-people/

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