Import and export professionals, do you ever wonder: Where can I find customers? In which regions are potential customers located? What are the transaction details between competitors and customers? Well, the information you seek is right there in customs data! Customs data is a term that many import and export businesses are familiar with.

In international trade, understanding the trade information of both parties is crucial. For the import and export industry, trade data is one of the most valuable pieces of information, allowing businesses to understand their market from various angles. Therefore, in the era of big data, the use of customs data has gradually become a way for import and export enterprises to enhance their competitiveness.

However, many import and export professionals may be skeptical about the role of customs data. Does it really work for import and export? What is the best way to use it for customer development?

Today, Tendata is here to discuss the role and usage of customs data.

The Role of Customs Data

1. Analyze target markets through customs data, understand the purchasing cycles and habits of foreign buyers, and improve customer conversion rates.

2. Understand industry market information and trends.

3. Understand and grasp changes and demands within the industry.

4. Determine the stage of the target market: budding, developing, mature, or declining.

5. Guide companies in developing procurement plans and arrangements.

6. Understand the real purchasing conditions of buyers. Customs data, whether in itself or in its impact on companies, is immense and valuable. It not only helps companies analyze the market and provide guidance but also serves as one of the most widely used channels for customer development in the import and export industry. It is a formidable tool for companies to develop customers, monitor competitors, and maintain relationships with old customers, serving as a reference for strategic decisions.

As the import and export industry thrives, more and more companies are shifting from domestic to international trade, leading to the widespread use of customs data.

What's the Correct Approach to Using Customs Data? 

In summary, the key is to quickly identify a potential customer base with demand, screen a group of customers suitable for your own factory (considering factors like supply quantity, supply cycle speed, product quality, and price) through customer procurement records (such as purchase quantity, price, date, country of origin), and then, using a combination of search engines, LinkedIn, Facebook, etc., find the contact information of the key customer group (prioritizing the company's owner and procurement department, followed by the official website and sales department). Finally, follow up effectively and promote sales to achieve orders. Let's dive into specific usage methods.

No. 1 Buyer Screening 

With an abundance of customs data available, not all of it is suitable for you. The best data is the one that fits your needs. First, you need to confirm whether the customer is a professional buyer. This step is crucial; otherwise, you may end up doing a lot of unnecessary work. You can directly confirm a customer's professionalism by comparing the number of times they've purchased products related to your operations with their total number of transactions. Some customers have bought your product, but it's just one transaction out of hundreds or thousands. These companies are primarily freight forwarders and traders and can be filtered out to avoid wasting time.

No. 2 Buyer Analysis 

After preliminary screening, once you've found professional buyers, it's crucial to analyze their buying habits. Judge whether the quantity and weight of their purchases match your capabilities. Some customers may require quantities that are too large for you, while others may be too small to consider. The ideal ones are those that fit perfectly. Determine a customer's preferences for products purchased from different regions. Some customers consistently buy products from Europe, while others prefer to buy from India. Understanding how much emphasis customers place on product quality or price can also be helpful for your transactions. Analyzing the timing of a customer's purchases can help predict their next potential purchase time. Some customers make purchases in the second half of the year, while others buy every month. Different customers will require different contact times, so finding the right time naturally increases your chances of securing orders.

No. 3 Competitive Analysis 

For matched buyers who have been analyzed, it's crucial to pay attention to their existing suppliers. It's a good practice to first research the products and prices of the current suppliers and then contact the buyers to understand your own advantages. Why should they switch suppliers and work with you? Remember, when competing, prioritize quality over price. It's also advisable to find customers among your competitors. Look for competitors in the market who are similarly priced or have similar product quality, as they can often become direct customers without the need for extensive screening. Experienced sales professionals are particularly advantageous in this regard, as they possess industry knowledge. Additionally, you can also focus on lost and new buyers.

No. 4 Contact Information 

India's customs data typically has the highest-quality contact information, including many procurement leaders' names and emails, which can be used directly. Some customers provide their phone numbers and emails as well. For relatively smaller customers, having an email address and phone number is a good start, and you can proceed to contact them. Other contact information is typically matched using customs data company information. Keep in mind that some data may come with matching contacts, while others may not, and the prices may vary accordingly.

No. 5 Networking 

Many people use data to copy emails and send them directly, but if you haven't found the right people, it's challenging to be effective. Once you've found the company name, locating their official website is relatively straightforward. The next step is finding the relevant contact person. For smaller companies, it's generally best to reach out to the owner, CEO, or President directly. In the case of larger companies, look for department heads, procurement officers, procurement departments, or some product engineers, depending on the nature of your product. LinkedIn is an excellent channel for this purpose, as it allows you to find names of people in relevant positions. Once you have a name, finding contact information becomes much easier. You can also send messages directly to the official Facebook page of the customer to inquire about their email address; this method has been found to be effective.

No. 6 Utilize Multiple 

Communication Channels in Parallel Many Chinese import and export professionals still rely on emails to develop customers, but it's essential to learn how to use various social media and messaging apps. Think about it: if you receive a promotional email, you're less likely to respond. However, if someone adds you on WeChat, greets you, and engages in a conversation, the chances of getting a response increase significantly. China has WeChat, while international customers use WhatsApp, Line, Viber, VK, Messenger, and more. If you have a customer's phone number, you can communicate directly through messaging tools. Of course, making a direct call is more efficient.

How can you obtain high-quality customs data? 

Tendata iTrader includes import and export data from 91 countries, providing details such as the transaction time, buyer names, supplier directories, product descriptions, HS codes, prices, amounts, weights, quantities, and original bill of lading information. The customs data system is equipped with a "Mine Now" button, allowing you to directly extract the positions and email addresses of buyers online and even import them into your email sending system to reach global customers effortlessly.