I take a three-step approach to calling on a new business. 1. I ask about their establishment -I want to learn as much as I can about them. 2. I ask about their goals and 3 I ask what the obstacles are to achieving those goals. Those three things are literally enough for me to sell anyone. Establishment
Goals
Obstacles I call it the EGO process. The "obstacles" part is what your acquaintance is referring to as "fear."
There everywhere, you are right. Usually I would kick my own ass for even suggesting such a thing as this. But... if it works, it works and I would be selfish to hide such pearls of wisdom. How goes the job hunt?
Well, just like real hunting, it's hard to hit anything when there are a lot of other hunters in the area. I get that hiring departments must be swamped with applications and that's part of why it takes so long to respond to applicants. That said, it seems like they need to hire more people so that it goes quicker. Trying not to get too down about it.