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07-07-2025
In the process of developing clients for import and export, there's one critical step that directly impacts your efficiency and success rate — identifying the key decision-maker.
We often encounter situations like this: you've already contacted a company, but the person you're speaking with isn't the purchasing manager — just a sales rep without decision-making power. After a long conversation, you end up with nothing. Worse, the message may get distorted during internal hand-offs. It wastes both your time and energy.
Today, I'm sharing several personally tested and highly effective methods to help you find the right person faster. This is real, practical value — if you find it useful, be sure to save it. More import/export tips coming your way soon!
Step 1: Identify Target Companies with Actual Purchasing Needs
Before you look for the right person, you must find the right company—that is, potential buyers who genuinely need your product.
Common lead sources include:
·Major B2B platforms (e.g., Alibaba, Made-in-China)
·Social media platforms (LinkedIn, Facebook, etc.)
·Google Search, Google Maps
·Business directories and industry databases
·Trade show websites, association directories, government registries
·Customs/trade data platforms
From these sources, gather basic information such as company name, website, phone number, etc. Then assess their purchasing intent by checking:
·Industry match
·Company size
·Scope of business
·Whether they showcase related products
Step 2: Dig Deeper to Find the Decision-Maker and Their Contact Info
Once you've identified your target companies, the next step is to locate the right person within the organization — someone who holds purchasing authority or influence, such as:
·Purchasing Manager
·Head of Procurement
·Owner / CEO / Director
Here are some practical methods to help you identify them:
1. Check the Official Website
Visit the company's website and look for an “About Us” or “Team” page. Some companies publicly list their core team members, including names, titles, and sometimes even direct email addresses.
2. Use Search Engines + Job Titles
In Google, try search formats like:
·Company Name + buyer contact
·Company Name + purchasing manager
·Company Name + CEO
·ABC Ltd. procurement head
These searches often reveal the person's name, title, or contact info via press releases, social media, or even recruitment websites.
3. Use Social Media Platforms
Look up the company on LinkedIn, Facebook, or Twitter to identify employees. Once you find the key person's name and title, you're halfway there.
4. Use Trade Data Software Like Tendata to Find Verified Emails
For example, searching “LED” on Tendata will give you a list of LED-related companies along with their websites and contact info. By clicking into a company's profile, you can often see the decision-maker's name and email directly.
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Tendata even provides a contact verification feature, showing whether the email is valid and how likely it is to be delivered or opened. That means you don't need to verify emails separately via LinkedIn or other tools — a huge time-saver.
Once you've filtered and confirmed your target contacts, you're ready to confidently send out your outreach emails!
Pro Tip: The success of client development doesn't just depend on how many messages you send — it depends on whether you're talking to the right person. With the right contact, your chances of closing a deal increase exponentially.
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