Business Networking Etiquette

The Art of Networking in a Changing World

How to build professional connections and nurture them over time

By Tami Lancut Leibovitz

You arrive at a conference, reception or business event. Around you, people are chatting, exchanging smiles and looking as though they already know everyone in the room. You pause, wondering whom to approach, what to say and how to join a conversation without feeling that you are interrupting.

This is where the art of networking begins: making an introduction, giving another person your attention and laying the foundations for a professional relationship. It calls for initiative, attentive listening and an awareness of how others feel.

In a world where sending a connection request takes seconds, it is worth remembering that adding a name to your contacts is only a beginning. Familiarity and trust develop through the attention you give and the actions you take afterwards.

Begin Before You Enter the Room

Take a few minutes to prepare. What is the purpose of the event? Who is likely to attend? What would you like to learn, and whom would you be interested in meeting? Consider what you could contribute, too: experience, an idea, useful information or a relevant introduction.

There is no need to set yourself a target of collecting twenty business cards. Two or three conversations with a shared point of interest can be an excellent start. Prepare a brief introduction and a few conversation topics, and check the dress code and event details.

Introduce Yourself in a Way That Invites Conversation

Say your name clearly, then add a sentence explaining what you do and whom you help. For example: “I’m Yael Cohen, a cross-cultural communication consultant. I help teams prepare to work with international partners.”

This gives the other person something to ask about. You do not need to recite your CV or list your achievements and qualifications. Let the conversation guide what you explain next.

If nobody introduces you, you can introduce yourself. A warm greeting, your name and a relevant sentence are enough. A quiet presence can be both confident and approachable.

Small Talk with Real Potential

Small talk helps people get acquainted and find common ground. Start with something you already share: “What interested you most about the presentation?”, “What brought you to this conference?” or “How does this topic relate to your work?”

Balance questions with a little sharing of your own, so the conversation does not become an interview. Listen to each answer before moving to the next question. Avoid asking about someone’s personal salary, relationship status or private matters they have not chosen to discuss.

Light humour can help, provided it does not come at someone else’s expense. Sometimes a smile and a simple observation work better than a carefully rehearsed joke.

Make the Other Person Feel Acknowledged

During a conversation, put your phone aside. Resist looking over the other person’s shoulder for someone “more important”, or spending their speaking time planning your reply.

Attentive listening shows in a relevant question, a detail you remember and your willingness to understand before offering a solution. If something is unclear, you might say: “Have I understood correctly that you’re looking for a local partner?”

Names deserve attention, too. If you missed a name or are unsure how to pronounce it, ask politely. If you have forgotten an acquaintance’s name, “Would you remind me of your name, please?” is easier than finding creative ways to avoid saying it all evening.

Join In and Respect Personal Space

Look for a group that appears open to another person joining. Wait for a natural pause and ask: “May I join you?” When someone approaches your group, open the circle and make room. A small gesture can make an introduction much easier.

A handshake can accompany a greeting when both people are comfortable with it. If you are unsure, begin with a verbal greeting and let the other person take the lead on physical contact. Respect cultural differences and individual preferences without turning them into a topic of conversation.

You do not have to eat or drink to participate. Nor is there a fixed length for every conversation. Be guided by mutual interest and the time available. When you are ready to move on, close warmly: “It was lovely to meet you. I’m going to say hello to a few other guests.”

Exchange Details with a Reason to Stay in Touch

A printed business card, digital card or professional profile can all help you continue a conversation. Choose a method that suits both of you: “I’d be happy to send you the article we discussed. What’s the best way to send it?”

For international meetings, learn about local customs in advance while remaining attentive to the individual and the organisation. People from the same country will not necessarily share the same preferences or habits.

Receiving someone’s contact details does not give you permission to add them to a WhatsApp group or mailing list. Likewise, when introducing two contacts, ask both whether they would welcome the introduction before sharing their details.

Build the Relationship After the Event

If you promised to send something, follow through. A short message on the next working day, or within a few days, can remind the person of your conversation and provide a natural next step:

“Hello Dana, it was a pleasure meeting you at the conference. Following our conversation, I’m attaching the article I promised. If the topic is relevant to your work, I’d be happy to arrange a brief call.”

On professional networks, too, a personal message with a clear context is more considerate than a generic note sent to everyone. AI can help you draft a message, but check that the wording reflects what was actually discussed and what you intend to do.

If you receive no reply, a single follow-up after a reasonable interval may be appropriate. Then give the person space. A relationship needs mutual interest. Over time, stay in touch when you have something useful to offer, as well as when you need help.

Courtesy Is Part of the Connection

The IBLCode approach combines an understanding of business etiquette with attention to the individual. Preparation helps us feel confident; courtesy helps others feel comfortable in our company.

After an event, ask yourself: What did I learn? Whom did I help? What did I promise to do? These questions tell you more than a count of your new contacts.

A professional relationship may begin with a simple sentence. The way we listen, show respect and keep our word gives it a reason to continue.

Adapted from the chapter on networking in IBLCode – International Business Language Code, by Tami Lancut Leibovitz.

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