1. Deep Search via Search Engines

Using Google to find clients is one of the most common methods for importers and exporters. However, search results can vary greatly depending on the search commands used. If you only search for something like “product + importer”, the results will be far less effective. To search efficiently, you can try:

·Targeted Procurement:

hardware tools + sourcing agent USA – A hardware import-export company optimized this keyword and obtained its first lead at the top of Google results. Within three months, it generated 12 qualified inquiries with a 22% conversion rate.

·Distribution Channel:

hardware tools + wholesaler + Australia – A Zhejiang-based hardware factory used this search term and gained an average of 35 valid inquiries per month, of which 8 were converted into small trial orders.

·Emerging Markets:

hardware tools + B2B platform + Southeast Asia – A Guangdong import-export firm used such keywords to identify five new clients from Southeast Asia, with the first combined order exceeding RMB 400,000.

Practical Insight:

Different markets and channels express product needs differently. Expanding your keyword dimensions helps cover more real purchasing scenarios and increases the number of qualified leads by improving the logic behind your search strategy.

2. Trade Data Mining

For import-export professionals, trade data is an essential tool. By using product HS codes, you can accurately identify potential buyers.

Take the currently popular product lithium batteries as an example. With Tendata trade data, you can analyze buyers by purchase volume, frequency, and unit price, then shortlist the most promising ones.

Before contacting a potential buyer, you can use trade data to check the company’s credit status, recent import frequency, and supply chain background to determine whether it’s a reliable and suitable partner.

After building a detailed customer profile, trade data can also help you find key decision-makers' social media accounts, emails, and other contact details.

3. Social Media Outreach

Combining LinkedIn and WhatsApp is an effective way to develop clients.

On LinkedIn, many companies and senior executives maintain active profiles. When using advanced LinkedIn search, you can filter by:

·Job title keywords: “Procurement Manager” AND “textile”

·Company filter: Employees working in the Supply Chain department of your target client companies

This approach helps you reach the right decision-makers directly.

4. Trade Fairs and Exhibitions

Although traditional, trade fairs remain an effective channel for client acquisition.

The exhibitor directory on official trade show websites is a valuable resource—identify target companies, extract their websites and contact information, and send outreach emails mentioning the exhibition in your opening line.

5. Competitor Client Tracking

You can identify competitor clients by checking the “Our Clients” or Case Studies sections on their websites.

Alternatively, search on Google for “competitor brand name” + “customer” to uncover more leads.

Trade data can also directly reveal your competitors’ buyers, allowing you to evaluate whether these clients have development potential.

Conclusion

At its core, import-export client acquisition is all about “data-driven insight and precision operation.” Use tools to screen for high-value leads, employ tailored strategies to engage decision-makers, and provide transparent, visualized services to establish long-term cooperation.

Remember:

Find clients faster than your competitors, serve them more deeply than your rivals — and the orders will naturally keep coming in!