In the import and export industry, it's very common for newcomers to receive little to no guidance. Senior salespeople are too busy to mentor you, and many companies lack a structured training system. As a result, many beginners quickly fall into a vicious cycle of “can't learn, can't perform, can't stay.”

But some people still manage to break through.

Michael from Changzhou Lilang Electric Co., Ltd. went from having zero clients, zero resources, and zero experience to achieving 2 million RMB in annual sales within just one year.

Here are his insights:

1. Is the First Deal Really Just Luck?

I joined Changzhou Lilang Electric Co., Ltd. in July 2022 and closed my first deal in August. It sounds fast—but only I know how messy things were at the time.

Our company had just started exploring import and export. We didn't even have a proper product catalog. When I sent my first outreach email, the reply I got was:

"Are you a scammer? You don't even have basic materials."

That message hit hard—I couldn't sleep that night. But the next day, I still had to get up and keep going. Because no one else could run that first mile for me.

What really changed my mindset was a “fact-checking” experience.

A client from Iran claimed they purchased thousands of units every month, with annual demand in the millions. I was excited at first—stayed up late preparing quotations, reviewing specifications, and even asking the factory for sample photos.

But right before sending the email, I hesitated: Was what he said true?

So I checked his company on Tendata. The data showed that in the past 12 months, his total imports from China were only about 300,000 RMB—far from the “millions” he claimed. Even the “big projects” he mentioned didn't match the data.

That moment completely changed how I approached business:

In import and export, people can package themselves—but customs data doesn't lie.

From then on, I stopped blindly trusting “big client” promises. Instead, I always used Tendata to check:

· What they actually purchased

· Who they bought from

· How much they bought

If the data didn't match their claims, I treated them as ordinary clients—no over-investing, no late-night proposal revisions. I saved my energy for truly high-potential customers.

Another time, I met a client at an exhibition who claimed to be a national distributor in the Middle East and promised access to supermarket channels. It sounded tempting.

But instead of rushing into an exclusive agreement, I checked their import records on Tendata. It turned out they had only imported two shipments in the past year, with scattered product categories—clearly not focused on our type of products.

Unsurprisingly, nothing came out of that lead.

These experiences taught me one key habit: Always conduct background checks before talking business.

Not because you don't trust people—but because your time should be spent on the right ones.

2. Why Doesn't “Casting a Wide Net” Work?

Our products aren't expensive—items like waterproof shower heads only cost a few hundred RMB per set.

So the clients who bring stable orders aren't small buyers placing occasional trial orders, but mid-sized distributors with annual purchases above 1 million RMB.

Right now, I maintain around 10 core clients, contributing over 80% of my revenue.

In addition, I have a “watchlist” of more than 20 potential clients. Even if they haven't placed orders for months, I still check in every 2–3 months:

"We've launched a new model with higher waterproof ratings and slightly lower pricing—just for your reference."

Whether they reply or not doesn't matter. What matters is:

They know I'm still here—and my products are evolving.

I track all of this in a simple Excel sheet:

· Last contact date

· Interested products

· Estimated purchasing cycle

· Mentioned competitors

For example, one Turkish client didn't buy after the first two inquiries. On the third follow-up, I introduced a new product and casually mentioned:

"Same model as Brand XX, but 15% cheaper."

He replied the same day—and placed a trial order two weeks later.

Besides proactive outreach, I also develop clients through my competitors.

I input the names of several well-performing peers in the industry into Tendata to see which countries they export to and who their buyers are. Then I filter out buyers with moderate purchasing volumes and product positioning similar to ours. Instead of targeting high-end clients of leading companies, I focus on partners at the same level as us.

This way, communication becomes easier, and the conversion rate is higher.

3. Are Unanswered Emails Really a Tool Problem?

Many beginners think poor results come from using the wrong tools. But more often, the issue is relying on a single approach.

At first, I only sent emails—and most of them went unanswered.

Later, I learned to use a multi-channel approach:

· Check the company website for contact options

· Add WhatsApp if available

· Connect via LinkedIn

· Even call if a phone number is listed

Sometimes, even if you reach a sales manager, you can ask: "Who is responsible for procurement?"

Leaving an impression is always better than being ignored.

Once, I found a Vietnamese company through Tendata. After sending three emails with no response, I noticed they were hiring on Facebook.

So I messaged their HR, asking if they could forward my information to the procurement team.

Two days later, the purchasing manager added me on WhatsApp and said:

"Your emails went to spam."

That deal wasn't huge—but it turned into a long-term client.

Conclusion

Import and export is not a one-time transaction. Often, the deal doesn't happen in the first interaction—but in the tenth, when you still remember the client.

For beginners, the most important step is achieving that 0-to-1 breakthrough.

Tools like Tendata can help you avoid unnecessary detours:

· Identify real buyers

· Verify client credibility

· Focus on high-potential opportunities

Don't worry about having limited resources or experience at the beginning.

As long as you use the right methods and stay consistent, you'll gradually build your client base and gain a foothold.

There's always something to gain on the journey of import and export—you just need to keep moving forward.