Are you making these four common networking mistakes?

1. Attending only the dinner portion of an event
Busy professionals usually have it backwards in deciding when to make an appearance, Graham says.

“We decide we’re just going to go for the dinner,” she says, “because we don’t have time to go [earlier]. But then you miss the opportunity to network.”

The best time to network at an event is when guests are mingling. If you only attend dinner, you are limited to networking with your table mates.

So, if you’re tight for time, arrive for cocktail hour and connect with anyone who has piqued your interest. If you’re leaving before dinner, be courteous and apologize to the event’s hosts.

Just keep in mind that you don’t want to develop a reputation for chatting and running. So, do make time to attend some events in their entirety.

2. Weak handshakes and eye contact
A handshake is critical because it plays a part in the first impressions you make, Graham says.

A strong handshake portrays you as being confident, professional and trustworthy. By focusing on the person whose hand you are shaking, you are making that person feel important.

3. Making cultural gaffes
If you are attending an event attended by people of a particular ethnic culture, be sure to investigate that culture’s standards for meeting new people.

For example, although brandishing your business card too quickly can seem rude and opportunistic to North Americans, the Chinese regard an exchange of business cards as the norm when meeting people.

So, if you are attending an event organized by a Chinese cultural group, bring your business cards but present them properly. Offer your card with both hands and accept cards in the same way, as a sign of respect, according to Fodor’s China travel guide.

Research cultural etiquette by picking up reputable travel guides such as Fodor’s or Frommer’s (www.frommers.com) and speak to any contacts you have who would be familiar with the events you are attending.

If you are unable to do your own research prior to the occasion, pay special attention to how others are interacting once you arrive at the event. Note the way men and women are interacting, how people shake hands and how they exchange business cards, Graham says.

4. Always entertaining the same clients
When you have developed close relationships with certain clients, it becomes easy to connect with them more in social settings. However, that comfort level with a small group puts you at risk of alienating other clients who are probably being pursued by other advisors, Graham says.

So, next time you have tickets to an event or you’re planning a dinner, don’t automatically invite your top five favourite clients. Instead, Graham says, think of the next five clients you appreciate but socialize with less frequently.

This is the first installment in a two-part series on networking. Next: networking with colleagues and peers.