Finding Customers in Foreign Trade: Expert Techniques Below the Surface

Published: December 30, 2016

By: TurkExim Experts

In today's article, I will detail one of the most significant challenges exporting companies face: "finding customers in foreign trade."

Companies visiting our website frequently send us emails with questions like "how can I find export customers," "what are the techniques for finding customers in foreign trade," "what are the best sites for finding overseas export customers," and "how to find foreign trade customers online."

When we examine websites on the subject, we unfortunately see that the topic of "techniques for finding customers in foreign trade" is often limited to membership on B2B sites. However, the process of "finding a foreign trade customer" is not confined to B2B site memberships.

Topics mentioned among "customer acquisition techniques in foreign trade," such as blogs, social media, B2B directories, internet ads, commercial attachés, the ministry of economy, trade delegations, and association memberships, can only be considered secondary elements of foreign trade. Hundreds of foreign trade consultants and blogs that cover "methods for finding customers in foreign trade" are only depicting the tip of the iceberg.

In this article, we aim to uncover what lies beneath the iceberg. This is where true expertise and deep analysis begin.

Is It Really Easy to Find Export Customers?

Finding customers in exporting can be both easy and difficult. The main factors that make finding customers in exporting easy or hard are: "target market," "target customer," "target competitor," and "knowing and positioning your company."

First, let's start with why finding customers in foreign trade is difficult. Attempting to find customers for export without conducting target market research is meaningless. The customer profiles you obtain from paid and free resources (traditional importers, importer agents, wholesale importers, retail importers, companies that commission contract manufacturing, contracting firms...) will not lead you to the right target without first identifying your export market or export markets.

Why Finding Export Customers Can Be Easy

Once you have identified your target markets, you can easily access information on hundreds of thousands of importer companies and your potential customers from our TurkExim database by querying according to SIC code (Standard Industrial Classification code), SITC (Standard International Trade Classification), and HS code (Harmonized System Tariff Code).

A world map with data points, symbolizing comprehensive target market analysis for export.

The First Step to Export Success: Comprehensive Target Market Analysis

The journey of finding customers in foreign trade often begins with joining B2B sites or general internet searches. However, this superficial approach leads to inefficient use of resources. The foundation of sustainable export success lies in a scientific and methodical target market analysis. This analysis is a strategic compass that determines in which countries your products have the highest demand potential.

Shipping containers with HS codes, illustrating the precision of finding importers using tariff codes.

HS Codes: The Art of Pinpointing Potential Importers

One of the most powerful tools in finding export customers is the Harmonized System (HS) Code. These codes are a universal language that classifies every product traded worldwide. By analyzing trade data platforms and customs records for specific HS codes, you can identify which companies are already importing your products, turning random searches into targeted lead generation.

A magnifying glass over a business directory, symbolizing sectoral analysis with SIC codes.

Sectoral Analysis with SIC Codes: Reaching the Right Customer Segment

Finding the right customer in foreign trade is possible not only by knowing what you sell but also who you sell to. Standard Industrial Classification (SIC) codes help you segment potential buyers by their primary business activities. This allows you to tailor your marketing messages and product offerings directly to the needs of the relevant industry, making your outreach far more effective.

Multiple arrows pointing in different directions, representing channels beyond B2B portals.

Beyond B2B Portals: Alternative Channels for Finding Export Customers

While useful, B2B portals are often highly competitive and price-focused. True export experts diversify their strategies. Alternative channels like professional social networks (LinkedIn), niche industry trade shows, and competitor analysis to identify their distributors can provide higher-quality leads and more sustainable business relationships.

A computer screen showing digital marketing analytics, symbolizing global market outreach.

Digital Marketing for Exporters: The Gateway to Global Markets

An export-focused digital marketing strategy ensures your brand is recognized globally and allows potential customers to find you. The cornerstone is a multilingual, SEO-optimized website. Paid advertising platforms like Google Ads and content marketing through informative blog posts and case studies position your company as an expert, building trust with potential clients before the first contact.

A group of professionals in a meeting, representing trade delegations and government support.

Trade Delegations & Government Support: Powerful Allies in Your Export Journey

Your company doesn't have to go it alone. Government-organized trade delegations offer invaluable opportunities to meet pre-vetted buyers in target markets. Furthermore, financial support for market research, trade fair participation, and branding can lower the barriers to entry, making it easier for SMEs to expand internationally.

Chess pieces on a board, symbolizing strategic competitor analysis in international markets.

Competitor Analysis in International Markets: A Strategy for Discovering Opportunities

Strategic competitor analysis can give you a significant edge. By studying your rivals' product portfolios, pricing, and distribution networks, you can identify market gaps or underserved customers. Using trade databases to see who your competitors are selling to can even provide a direct list of potential clients to approach with a better offer.

Guide to Creating an Ideal Customer Profile (ICP) for Export

Trying to sell to everyone leads to failure. Instead, focus your energy on the most valuable type of customer by creating an Ideal Customer Profile (ICP). This detailed description goes beyond demographics to include company size, import volume, industry (SIC code), and qualitative factors like their value drivers (price vs. quality). An ICP makes your customer search highly efficient and targeted.

Finding International Clients with LinkedIn: A Goldmine for B2B Exporters

LinkedIn can transform into a B2B customer acquisition machine. By optimizing your profile and using advanced search filters, you can directly reach decision-makers like purchasing managers or CEOs in your target markets. The key is to focus on building relationships through personalized connection requests and sharing valuable content, positioning yourself as an industry expert.