Any business that uses customs data to develop customers knows that developing importers directly is tantamount to grabbing orders from competitors. If the importer does not have the idea of changing suppliers, or if your product has a huge competitive advantage, the difficulty of developing is greater. How can we break down this barrier in a market where product competition is so fierce?
If the “road” is blocked, you can change your mind
Customs data is sometimes played as a "role" ——in providing customer leads, and there are real purchasers who have brought in data and it includes not only real procurement data, but also accurate information about potential target customers. The advantage of using customs data is that we can directly view the export data of our peers and the import data of our target customers.
Each buyer is constantly optimizing his supply chain, with only 30% of long-term suppliers in terms of a number of deals with a buyer. No matter which channel you develop from, it's possible that they're talking to other suppliers at the same time.
So we may wish to change our thinking, in maintaining the competitiveness of your products market at the same time. Research their own products export channels and broaden your customer source channels.
Looking for customers at Product’s “surrounding”
The first is to analyze the corporate nature of existing customers, namely the importers who buy their own products, and understand the distribution modes and export channels of their products in overseas markets. If you do some research, you will find that there are a lot of cooperative importers who purchase your products, but they are not only related to your products, and they are not even buyers in the traditional sense. What does that mean? Your product may be his peripheral product.
For example: Build A Bear Workshop, an importer of sunglasses, is not a traditional eyewear retailer/optical instrument wholesaler, although the importer is in the purchasing of sunglasses. He is actually a children's toy store.
Some foreign trade friends may say this is a special case, but let me give you another one: 99cents Only Stores, which also buys sunglasses. It's actually a department store.
We can see that the importer of sunglasses is not just a retail and wholesaler of optical instruments in the traditional sense, but also a fashion accessories distributor, a cloth wholesaler, a children's toy studio, and even an auto parts store. When looking for a pair of sunglasses buyers, you may want to search for more customer resources using keywords such as "Fashion Accessories", "lady fashion" and "automotive accessories".
Hidden "gateway to visitors"
may be beyond our general market research scope. Domestic foreign trade companies generally research foreign markets, mostly through Google, Ali International Station and other platforms, systematically collect records to organize and analyze the relevant products of the international market and potential customers. As for peer information, it is mostly the use of B2B platform and exhibition inquiry to obtain information.
In fact, it does not need to be so complicated. The real purchasing behavior of customs data and accurate and effective data provide us with a convenient research path for foreign markets and export channels. Through the search of customs data, we can clearly see the export channels that are "hidden" in the data, and pull out these potential importers one by one. Not limited to importer positioning, we should also broaden the thinking of marketing, have comprehensive understanding of all possible export channels of our products, and obtain more customer resources from them to explore new target market.