How to find overseas buyers for your product

The four routes, honestly compared

Every exporter finds buyers through one of four routes. They are not equally good — they are good at different stages.

Route	What it costs	What it gets you	Weakness
Trade shows	Flights, stand, samples — often $10k+ per show	Real conversations, trust built fast, samples handed over	You meet whoever walks past. No idea who is actually buying, or how much.
B2B platforms	Subscription plus ad spend	Volume of enquiries	Enquiries are cheap to send, so most are unqualified. Competes on price.
Cold outreach	Time — and a lot of it	Nothing, unless the list is good	The list is the whole problem. Scraped lists have a near-zero reply rate because there is no evidence the company buys your product.
Customs records	Subscription	A list of companies with a documented history of importing your product	You still have to do the outreach. And it only works where records are published.

The last row is the one people underuse, because it is the only one where the buyer's interest is already proven before you make contact.

Why "already importing" changes the conversation

A cold email that says "we make solar modules, are you interested?" gets ignored. An email that says "we noticed you imported 40 containers of modules from Vietnam last year — we supply the same specification at a different landed cost" gets read, because it is visibly not a mailshot.

That difference is the entire argument for starting from customs records. You are not guessing who might buy; you are looking at who already does, how much, how often, and who currently supplies them.

You can check what this looks like for your own product: we publish import data by product, showing which countries buy it and how much comes from China already.

What customs records cannot do

Worth saying plainly, because most data vendors will not:

• It does not replace the outreach. You still write the email, make the call, send the sample. The data shortens the list; it does not do the work.
• It only covers markets that publish records. Some countries publish nothing usable. We list every market with its actual data level on the country coverage pages — including the ones we do not cover.
• It tells you about past purchases, not future intent. A company that bought last year may have stopped. Which is why the recency of the record matters — check the date, not just the company name.

A sequence that works

If you are starting from nothing:

1. Pick two or three markets, not ten. Depth beats breadth when you are learning a market.
2. Size the opportunity first. Look at published import statistics before paying for anything — if the market imports very little of your product, the buyer list will be short no matter how good the data is.
3. Get the list of companies already importing your product into those markets, with purchase frequency and current suppliers.
4. Segment by current supplier. Companies buying from many suppliers are easier to enter than companies locked to one. Companies whose supplier mix changes often are the easiest of all.
5. Reach the person, not the inbox. A verified name and role converts far better than info@.

Where to go next