Since stepping into the import-export business, I've experimented with nearly every possible way of finding customers. From early reliance on B2B platforms, attending and walking through trade fairs, registering on countless directories, using free B2B websites across different countries, utilizing search engines like Google, traveling overseas to meet buyers, and more recently tapping into social media—each channel has been part of my journey.

Looking back, the approach that has consistently generated the most leads and closed the highest number of deals is trade data. For any exporter—whether you're purely in trading or running a manufacturing-trading hybrid business—trade data is the single most effective method I recommend. Compared to other channels, it delivers much higher efficiency, provided sales teams invest effort in researching and filtering. Plus, it allows you to explore opportunities across global markets with just one platform.

Why then do so many companies overlook this channel? There are two main reasons. First, trade data requires investment. One client told me he first tried some low-cost platforms on the market, only to find little useful information and zero training or support. Later, when he switched to Tendata, he realized what he had been missing—and regretted not starting there in the first place. Second, many salespeople don't know how to use trade data properly. They treat it like a yellow pages directory, simply dialing through contact lists. That approach wastes time and rarely brings results. The real key is filtering and analyzing to identify clients truly worth developing.

Instead of vaguely saying, “I want to do import-export,” it's better to define a clear goal: *“I want to sell this product to *this country.” The sharper the focus, the more effective the execution.

With Tendata, all you need to do is enter your product name or HS code to instantly pull up a list of buyers. You'll see purchase amounts, order frequency, total spend, and identify the most valuable clients—those who are active and making frequent purchases. These are the prospects where your resources should go.

Clicking into a client profile (say, COMBI-BLOCKS, INC. or IMPORTACOP SA DE CV) allows you to analyze products traded, order volumes, supply chains, and import destinations. This information helps measure purchasing power, sustainability, and the best time to reach out. By spotting trade trends and finding the right entry point, you can approach prospects with confidence, break the ice more smoothly, and build long-term business relationships.