Since starting my journey in import and export, I’ve tried almost every possible channel to develop clients. From the early days of B2B platforms, trade fairs, and browsing exhibitions, to registering on various directories, using free B2B sites in different countries, leveraging trade data, search engines like Google, overseas visits, and more recently, social media—I’ve used them all.

Up to now, the channel that has consistently brought in the most clients and closed the most deals is trade data. That’s why, for any exporting company—whether it’s a pure trading business or an integrated manufacturing and trading firm, whether it’s the owner or a salesperson—my top recommendation for client development is trade data. On one hand, it’s far more efficient than other methods, provided that sales teams are willing to invest time in research and targeted searches. On the other hand, it gives access to the global market in one place.

So why don’t more import-export companies make this their core focus? There are two main reasons. First, it does require some investment. One of my clients once told me that after wasting time with cheaper trade data platforms costing just a few hundred dollars, he tried Tendata and regretted not starting with it right away. With the other platforms, he could barely find useful information, there was no after-sales support or training, and he ended up fumbling around on his own—often with worse results than other channels. Second, many salespeople simply don’t know how to use trade data effectively. They assume it’s no different from a yellow pages directory—grab a list of names and start dialing from top to bottom. But that’s not how it works. The key is to filter out the right clients from the list so you don’t waste time with little to no results.

Stop saying vaguely, “I want to do import-export.” Narrow your target down as much as possible: be specific—*“I want to sell this product to *this country.” The more precise your direction, the more focused and effective your actions will be.

With Tendata, you can simply enter your product name or HS code and instantly generate a buyer list. You’ll see client names, purchase volumes, frequency, total spend, and even identify high-value buyers who have made recent, frequent purchases. These are the customers you can prioritize, invest resources in, and build lasting relationships with.

By clicking into a client profile for deeper analysis (for example, FORINDO PRIVATE LTD. and ARKAZ ALSHARQ BUILDING MATERIALS ), you can evaluate their purchasing power and sustainability based on traded products, quantities, total order value, supply chain, and import regions. These trade trend insights help you spot the right entry point and timing, making it easier to break the ice and paving the way for long-term cooperation.