Professional Networking: How to network - your resume isn't enough; it really is a matter of who you know!

The old adage "It's not what you know, but who you know" is alive and well in today's career world. Unlike the favoritism it suggested years ago, however, it reflects the impact social networking and the Internet have had on the job market.

More and more often, recruiters and industry leaders say they rely on networking when they hire new people; they tend to interview people who already know someone in their company. They also look at social networking sites to check out profiles and contacts. Frequently, they will screen candidates through LinkedIn (or other sites) to see if a candidate knows anyone in their circle who can be contacted for a referral. Every single business leader can tell you how important networking is when you're looking for work.

But many people don't know what a 'professional network' is, or how to tap into it. Here's a secret: You already have a huge network; you just haven't identified it yet!

Follow these easy steps to identify and begin using your network to land the job you want.

Every recruiter I've spoken to has said the same thing, "We tend to hire and interview people we know, or people who are referred to us."

There are multiple reasons companies and managers rely on networking and contacts. A big factor is the huge number of applicants recruiters get for every single posting - they need a good way to sift through the pile and decide who to interview. If an applicant is referred by someone within the company, it raises their credibility and helps the hiring manager get through the process more quickly.

This doesn't mean a newcomer hasn't a shot at a job; it just means you need to find who, in your network, can help you meet the right person at a company or help refer you for an interview.

The first step in identifing your network is to make a list of everyone you know. To make it easy, break the task into smaller chunks. Find a quiet space and a few free minutes and write the names of:

1. Your friends

2. Acquaintances

3. Business associates

4. People you work with or used to work with

5. Members of your church or synagogue

6. Neighbors

7. People who live in other cities

8. Anyone else who comes to mind

It doesn't matter how well you know people; put everyone on the list. You'll see why as we go forward.

Go over your list and highlight or make a sublist of all the people who:

1. Are managers or business leaders in any field

2. Work in positions similar to what you want to do

3. Work for companies where you'd like to work

4. Might know someone who meets the above criteria

5. Out-of-town contacts who might know someone where you live

This will help you develop common ground with people when you talk to them or 'network' with them.

Here's a little secret: People like to help other people. Everyone on your list is a potential contact or lead for your next job. If you're like everyone else, you have a longer list of contacts than you ever realized. Each person on your list is a potential contact for getting an interview and getting hired.

First, develop a system (one that works for you) to contact everyone on your list. You can use a spread sheet, file cards, a computerized list or whatever is easiest for you to track. It's important to have a system for tracking your contacts, because you will probably want to call or email people more than once.

Here are some things you can say, depending on who you're contacting:

1. I wanted to let you know I'm in the market for a position (at your company, in your field), do you know anyone I should call? Would it be okay to use your name?

2. I just applied for a position at your company, do you know anyone in the XYZ Department? Would you mind sharing my resume with them?

3. Can I get a few minutes on your schedule? I'd like to get your thoughts on a few things? (See below for more tips on this).

4. Hi, John - I know you don't live here in Metropolis, but I wanted to let you know I'm putting my resume out in the market. Do you know anyone here (or in Big Company Here) I should talk to?

The third example is good when you know an expert in your field or an executive who might be able to coach you a bit. Offer to meet for coffee or take them to lunch, and pick their brain about how their career evolved, the type of talent their industry recruits or other tips that can help prep you for a position. Remember, you're just asking for information. At the end of your meeting, though, you can ask if there's anyone they recommend you to contact. Ask them if you can use their name (in all likelihood, they'll say yes).

When you call the person they connect you with, introduce yourself by using their name: "Hi, I'm Joe Smith; Sue Jones suggested I contact you; could I meet with you sometime in the next week or so?"

Your city is bound to have several professional networking groups. You don't need to pay big bucks to attend these things, in fact, some of the 'commercial' networking groups may not be worth the money, especially for someone who is out of a paycheck and looking for a job.

Most large cities and towns will have free networking groups that are offered as a public service through churches or other organizations. Your local government employment office may have a list of such groups. These group exist primarily to help job-seekers create a network and get their professional credentials in front of the right people. They do work, by the way. Be on time, dress for success and take copies of your resume. You never know who you will meet.

At these meetings, you will usually have an opportunity to introduce yourself. Practice introducing yourself in 30 seconds (yes, really). Give your name, something brief about your career background (including a success you've had), and a short statement about what you're looking for. Be positive. Ask a friend or two to listen to your quick speech and give you feedback.

Your networking group (or groups) should have mingling time to allow you to meet each other. This is an important opportunity to meet people who might know someone in your field, and to offer help and support to other people looking for work. As you become a regular attendee, you'll notice people connect and refer each other to job opportunities.

Be sure to get names and connect with your network contacts on LinkedIn!

LinkedIn: If you don't have a LinkedIn account, stop reading this and create one right now. Managers say they use LinkedIn to help find candidates (through searching various job titles or career areas). If they spot a profile that has experience in an area for which they're hiring, they'll look to see if the person is linked to anyone they know.

Managers also use LinkedIn to vet applicants. When companies get good resumes, they immediately search LinkedIn to learn more about the applicant and, as above, to see if they're connected to anyone else at the company. A presence on the right social networking sites is very important.

You can also use LinkedIn help you in your job search. Once you have a good network of contacts on the site (or even a start-up list), do a search for firms where you've applied or hope to apply and see if any of your network names pops up. You may also see people who are a few degrees away from you, in which case you can try to connect through your chain of contacts.

Facebook: This one should be handled carefully. Facebook, while used by millions, doesn't have the professional clout LinkedIn has. However, companies sometimes search on Facebook to get a feel for how well you present yourself to the public. If you're searching for a job, get rid of any embarrassing photos (such as raising a beer can at your frat party, or the cute make-a-face shots your best friend took). Tone it down and be more professional. You can also adjust your privacy settings so that random searchers (such as the HR manager where you want to work) won't see everything.

Facebook can be used in positive ways, though. You could post a message letting your friends know you're out on the market, or you've started a new business. Use good judgement and keep it clean and professional.

Twitter: Get on Twitter and create a following of professionals. You can tweet your professional advice or solid opinions in your career field, but save the text-type tweets for another venue. You don't want a potential employer seeing a tweet such as, "Carrie and I just saw the best movie! Go see . . . " Etc. etc. - you get the idea.

Professional Discussion Boards: If your field has an association or other network group, be sue to join it and attend meetings. And be sure to participate in online discussion boards. You can get a reputation among your peers, any of whom might be able to refer you to the right job. Let the group know you're looking for work; they will help wherever they can.

MySpace, etc: There are many other social networking sites, such as MySpace. Don't go overboard, but don't ignore them, either. If you find a site with the type of contacts you need to make, consider creating a profile and presence there. Again, be professional.

Always send a thank-you message to people who've given you their time in a brief meeting, or who've referred you to one of their contacts or to a job opening. This kind touch goes a long way to keeping you in their minds and increasing your stock when someone asks about you. And, they deserve your thanks for helping you out during your job search!

When you hear of opportunities that might interest others, call them and tell them about it. People appreciate good thoughts from others, and you'll feel good about helping them.

Networking is fun and rewarding. You'll enjoy making new friends and renewing your relationships with old contacts, and it will help you reach your career goals!