Episode #298: Networking In A Time Of Covid

Why has business networking felt “dead” for the last two-and-a-half years?

For many sales professionals, networking stalled when events moved online. Virtual sessions often follow a rigid format: the host opens, a speaker presents, Q&A happens, and the call ends. Attendees leave without a practical way to connect one-to-one, and many hosts don’t share participant lists. Even when names appear on screen, they may be initials or nicknames, making follow-up difficult on LinkedIn.

Mini-summary: Online networking reduced spontaneous relationship-building and made prospect follow-up harder.

In Tokyo (東京 — Tokyo), in-person events have cautiously returned, but the environment is still shaped by COVID-19. Masks, fist bumps, elbow bumps, and physical distancing are the norm. Salespeople are now doing an internal risk calculation: Is the potential business worth the health risk? It can feel like rolling dice—hoping to gain a deal without catching COVID-19.

Mini-summary: In-person networking is back, but every event includes a real health-versus-opportunity tradeoff.

COVID-19 often spreads through people who don’t realize they’re infected yet. Temperature checks at venue entrances help, but they can’t detect early infection or asymptomatic cases. Risk increases when masks come off for food and drinks. Many events start cautiously, then shift into crowded, unmasked conversations once refreshments appear—exactly the conditions that raise transmission risk.
Mini-summary: Temperature checks and early caution aren’t enough if masking and distancing collapse during social eating.

How can you network safely at live events in Tokyo?

Practical safety steps help you protect yourself while staying active in the market:

1. Confirm proper temperature checks at the door.

2. Keep masks on as much as possible and maintain distance when speaking.

3. Avoid stand-up buffets; eat only if guests are seated with space between tables.

4. Wash or sanitize hands frequently throughout the event.

5. Skip handshakes and use fist or elbow bumps instead. If a handshake is unavoidable, sanitize right after.

These habits aren’t about being rude—they’re about responsible self-preservation.
Mini-summary: Treat safety as non-negotiable and design your behavior for low-risk interaction.

How do you qualify prospects quickly—without lingering too long?

Today’s thinner networking crowds require the same “work the room” mindset as before, but with sharper focus. You need a simple rule (ruler) to decide within one minute if someone is a real prospect. One strong qualifying question early in the conversation saves time and reduces exposure. The goal is to meet, engage briefly, identify fit, and set up a safer follow-up later (often on Zoom).
Mini-summary: Fast qualifying protects your health and keeps your networking efficient.

What’s the right balance between relationship-building and health risk?

There is a tension between staying long enough to build trust (so they don’t ghost you) and leaving early enough to avoid unnecessary exposure. If someone ghosts you after follow-up, they likely weren’t a serious prospect anyway. It’s better to lose a weak opportunity than lose a week of productivity to illness—or risk long COVID.

Mini-summary: Prioritize health; real prospects will still engage after a brief first contact.

Even now, Tokyo occasionally experiences new waves (第7波 — dai nana-pa / “7th wave”). That means caution remains essential. Getting sick doesn’t just mean discomfort—it costs time, energy, and momentum. Long COVID can create months of reduced productivity, which no deal can justify.

Mini-summary: Waves may continue; sustainable networking means consistent caution.

• Online networking limited relationship-building; in-person networking is back but riskier.

• Treat health as the priority: mask, distance, sanitize, and avoid risky food setups.

• Qualify prospects within one minute to reduce exposure and increase efficiency.

• No opportunity is worth sacrificing your health or productivity.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.