When you're new to the import-export business, have you ever experienced this?

A potential client replies with just one message, saying they have a decent purchase volume and asks you for a quotation or product catalog. You immediately feel the opportunity has arrived, and you can't help but follow up multiple times a day: “Have you made a decision yet?” The result? The client either stops replying or goes to someone else. You're left feeling discouraged, thinking this business is too hard — maybe even ready to quit.

The problem isn't the client — it's that your client pool is too shallow.

When your contact list has only a few dozen potential clients, every inquiry feels precious. But with more experience, you'll realize some hard truths:

·Most initial inquiries are just for price comparison — they don't intend to place an order right away.

·Getting emotionally invested too soon puts you in a passive position.

·If you stop developing new clients, you can only wait and hope for orders.

To change this, I've tried a method that really works: “Develop in volume, follow up selectively.”

It helps newcomers feel less anxious and gradually find a steady rhythm for getting orders.

Step 1: Build a pool of 1,000 potential clients before focusing on closing deals

When I first started, it took me three months to realize this: the depth of your client pool directly determines whether you can withstand market risks. My first goal was simple — get 1,000 potential clients into my contact list.

Some people might ask: “Where do you find that many clients?”

It's not that hard if you know the right channels. With the right approach, you can add dozens of new leads every day. Here are a few channels I've used — beginners can start with trade data:

1. Trade Data

This is the tool I use every day now. Global Trade Data shows which competitors your target clients have ordered from, their purchasing patterns and volumes, and even the strengths and weaknesses of competitors' products and pricing. More importantly, it gives you the direct contact details of decision-makers.

For example, just last month, a client using Tendata global trade data spotted a Southeast Asian buyer who had been sourcing from the same competitor for six months. The buyer's recent orders were getting smaller — a clear sign they might be dissatisfied with the supplier's products or prices. My contact emailed them, highlighting their own price advantages and product differences. In just three days, they received an inquiry.

Now, I can use trade data to dig up over a dozen highly targeted clients a day, plus a few inquiries — definitely worth the small investment for big results.

✅ (Free trial available for trade data from 228 countries and regions)

2. Google

This is still a primary channel for finding clients. It may sound old-school, but it's very precise. Each year I find 10–20 new clients through Google. Their first orders might be small, but over time the repeat purchase rate is high. I mainly use Google Maps and keyword searches to find prospects.

3. Trade Show Contacts

Exhibitions can yield great leads, but the cost is high — from booth fees to travel expenses, you're looking at $4,000–$15,000 or more. If you're new and your company doesn't have a budget for it, I don't recommend it right away.

Step 2: Follow up lightly — don't appear desperate

Once you've built your client pool, keep in touch regularly. For example, contact 100 clients a day and cycle through them every 10 days. The goal is not to push for an immediate order, but to stay on their radar.

Here's the big trap to avoid: while doing mass outreach, a few prospects may reply with questions or price requests. You might be tempted to stop prospecting and focus only on them. Don't! You can respond and give them the information they need, but never stop developing new leads.

The essence of light follow-up is this: keep developing in volume while progressing with existing leads, without pouring all your energy into just one client. Respond promptly and professionally, but don't pin all your hopes on closing them. The client might just be browsing, and you're still early in the sales process — don't get too emotionally invested.

The truth: Import-export success is about method, not luck

Beginners often ride an emotional roller coaster — overly excited or deeply discouraged. The root cause is making “closing a deal” the only goal while neglecting to “continuously build the client base.”

Start with trade data as your foundation, add channels like Google and cold outreach, build your 1,000-client pool, and use the “light follow-up” approach to stay connected. Do this well and you'll find that orders come naturally — without chasing clients every day.

After all, clients prefer working with suppliers who don't look desperate for orders — wouldn't you agree?