Foreign Trade Customer Development 4️⃣ — Seed Customers

If you're new to the industry or launching a new product, how do you find your first batch of precise customers?

👉 Note Before Starting

• 1️⃣ This guide's Finding Seed Customers section is for newcomers only. Skip if you're a seasoned industry pro.
• 2️⃣ Finding prospects is for later analysis — don't use this guide's approach as your main customer acquisition plan — efficiency will be low.
• 🔔 Why? This guide's approach is quick and direct for finding customer groups but not sustainable.
• Key points:
  • 1️⃣ Find seed customers: teach you from 0️⃣ to 1️⃣
  • 2️⃣ Customer analysis and grouping: group customers for per-group batch search and development of customers.
  • 3️⃣ Manage customer groups: record customer groups and customers for ongoing development.
• 💡 Preview: next article — we'll teach customer analysis.

Figure: Seed customer development flowchart.

1. Finding Seed Customers

1. Product Keyword Search

warning

• Notes: only when customer product name matches your product name (finished products)

• Example: find customers selling solar panel products.

① LinkedIn

tip

Search seed customers via LinkedIn — see 📚LinkedIn Customer Search.

• 1️⃣ Open 👉 Global Search Engine and pick channel LinkedIn.
• 2️⃣ Enter keyword solar panel and check precise search.
• 3️⃣ In the list, we filter out 10 precise customers and record info.

Figure: LinkedIn search results using "solar panel" keyword.

② Zoominfo

tip

Search seed customers via Zoominfo — see 📚AI Database.

• 1️⃣ Open 👉 Global Search Engine and pick channel zoominfo.
• 2️⃣ Enter keyword solar panel and check precise search.
• 3️⃣ In the list, we filter out 10 precise customers and record info.

Figure: Zoominfo search results using "solar panel" keyword.

③ Kompass

Kompass is a global leader in B2B innovation data and digital marketing solutions, serving global buyers, research, sales, and marketing teams.

tip

• Use Google with advanced syntax to find customers on Kompass — see 📚Google Basic Syntax.

"Solar Panel"  site:kompass.com/c -site:cn.*  -site:hk.*

Figure: Use Google advanced search on Kompass to find customers.

④ Customs Data

💡 About Customs Data

Leveraging customs data lets you query massive target groups with import/export records.

• 1️⃣ Free query: use Google to access lots of customs data for free — no need to spend tens of thousands.
• 2️⃣ Only names: paid or free, basically only names — other info is associated by the provider later.
• 3️⃣ Filter carefully: lots of data is shell companies or dedicated import/export companies — not finding the customer website is normal.
• 🔔 Many experienced foreign trade companies use shell or agency companies when exporting to avoid exposing customer info.

• Search formula: search seed customers via customs data with this formula:

{customer product word} (site:importgenius.com/importers/ | site:importyeti.com/company | site:panjiva.com | site:volza.com/company-profile/) -intitle:".Co. Ltd."

• Replace keywords: search with SOLAR MODULE.

"SOLAR MODULE" (site:importgenius.com/importers/ | site:importyeti.com/company | site:panjiva.com | site:volza.com/company-profile/) -intitle:".Co. Ltd."

Figure: Search customs data sites by product keyword.

• Direct search for customer name Trina Solar (U.S.) — the first result is the customer site.

Figure: Direct search of company name to find customer site.

💡 About Customs Data Not Finding Customer Sites

• 🔔 Nearly 50% of companies in import/export records are shell companies or service providers — finding the official site is even rarer. Same for paid or free customs data.

2. Peer Name Search

warning

• The above is only for finished products. If your product is semi-finished or custom, and you're a newcomer — how do you find customers?
• Here's an idea: research competitors and use customs data to get the first batch of prospect info.

• Example: CNC machining — providing parts customization for customers — screws, metal cases etc. are all target products.
• Product analysis: since products are customized per customer needs, every product is unique.
• Target customers: this industry has very broad customer groups — from standard screw customization to aerospace product parts — across all industries.

① Find Your Peers

If you're a newcomer unfamiliar with this industry, you can find peers two ways.

(1) Google Formula

tip

• Google formula quickly finds competitors doing the same products — you can find peers in specific cities.

• Use Google directly with your product and the city you want to find peers in to find lots of peers.

{your product} AND {city name} AND inurl:about-us

• Example: with product led lighting, finding peers in Shenzhen:

"led lighting" AND shenzhen AND inurl:about-us

Figure: Use Google to search Shenzhen-area LED lighting peers.

• You can also use 👉 Laifaxin's 👉 Global Search Engine to directly extract peer info.

Figure: Search peers directly via Laifaxin Global Search Engine.

(2) B2B Platforms

tip

• B2B platforms let you bulk find peers doing the same products.

• Use B2B platforms to find peers:
• Alibaba International: https://www.alibaba.com
• Enter keyword Custom CNC (CNC customization services).

Figure: Search Alibaba International with "Custom CNC" to find peers.

• Peer names: lots of CNC parts customization peer names found.
  • Note: be sure to find peers with products close to yours, or it may mislead later results.

Figure: Filter peers similar to your own products.

• After confirming their products match yours, copy the company name and proceed.

Figure: Copy the selected peer company name.

② Search Target Customers

💡 Formula: search customers using peer name

• Copy the code below and replace {peer company name} with your peer's name.

"{peer company name}" (site:importgenius.com/importers/ | site:importyeti.com/company | site:panjiva.com | site:volza.com/company-profile/) -intitle:"Co., Ltd"

Figure: How to copy the Google search formula and replace the peer company name.

• Replacement demo: assuming company name is Shenzhen test Technology Co., Ltd. (just a demo, not a real company).

"Shenzhen test Technology Co., Ltd." (site:importgenius.com/importers/ | site:importyeti.com/company | site:panjiva.com | site:volza.com/company-profile/) -intitle:"Co., Ltd"

• Search customers: with this formula, find target customer names.
  • Search engine: https://www.google.com
  • Customer names: lots of customer names in the list.

Figure: Use peer name to search their customers on customs data sites.

③ View Data Info

• Enter to view info: open the corresponding data info page.

Figure: View basic info in customs data.

• View data info: see export product info and customs codes, plus supplier info.

Figure: View detailed bill of lading record info.

• Get more info: enter this peer's page to see more customer info.

Figure: Click supplier link to view more customer info.

④ Get Customer Info

• Randomly pick a customer as example.

Figure: Random customer pick as analysis example.

• Search customer name: enter keywords in Google — the first result is the customer site we want. Customer intro info also shown.

Figure: Search customer name on Google to find their official site and related info.

• Background research: see 📚How to Do Customer Background Research.

3. HS Code Customer Search

• Free customs data prospecting syntax — see 📚Customs Data Search Syntax.

• We've found import/export records via customs data above — records show product info and codes.

Figure: Analyze customer site for initial understanding of business.

• Record business info:
  • Customer business: Consumer electronics manufacturing services
  • Match business: customer provides electronic product manufacturing services — CNC machining is one step, so business matches.

Figure: Record customer business and match.

• Determine customer type:
  • Per business analysis, classify customer as electronic product manufacturer.

Figure: Determine customer type per business.

• Customer classification:
  • Target groups: brand, distributor, manufacturer
  • Analysis result: per analysis, customer is manufacturer.

4. Customer Product Search

warning

• If you understand your customer's products and services, you can use the product search method above with your customer's products to find more customers.
• Recommended channel: LinkedIn.

• Example: Oru Kayak found above — main business Kayak.

Figure: Oru Kayak as example — main product Kayak.

2. Analyze and Manage Customer Groups

1. Customer Group Analysis Dimensions

• Customer group dimensions: analyze via these dimensions:
  • Language: customer region and corresponding language.
  • Business: what business does the customer do? Physical products and value-added services info.
  • Role: supplier or distributor / wholesaler / brand / retailer.

Figure: Dimensions for analyzing customers — language, business, role.

2. Find Customer Social Media

• Demo formula: use this formula to search your customer's social media.

"{customer site domain}" (site:www.linkedin.com/company | site:zoominfo.com/c | site:dnb.com | site:facebook.com | site:twitter.com)

• Replace domain: example with orukayak.com.

"orukayak.com" (site:www.linkedin.com/company | site:zoominfo.com/c | site:dnb.com | site:facebook.com | site:twitter.com)

Figure: Search customer's social media presence via website domain.

🌟Social Media🌟	🌟Link🌟
1️⃣LinkedIn	https://www.linkedin.com/company/oru-kayak
2️⃣Facebook	https://www.facebook.com/OruKayak/
3️⃣Zoominfo	https://www.zoominfo.com/c/oru-kayak-inc/357332739
4️⃣twitter	https://www.twitter.com/orukayak/
5️⃣DNB	https://www.dnb.com/business-directory/company-profiles.oru_kayak_inc.086d1100b9e96e3cb4ee41c61ec0cf9d.html

3. Customer Group Management

• Sample table reference: 👉 Customer Marketing Data Sheet

① Customer Group Organization

tip

• Organize potential customer groups via this table. Note:
• 1️⃣ Match language: facilitates later communication in the right language.
• 2️⃣ As granular as possible: same kayak business may be local distributor or manufacturer — different groups have different traits and pain points.

Figure: Customer group organization sheet for segmenting and managing groups.

② Customer List

💡 Manage Seed Customers

• Per-group customer management: manage seed customers per group.
• Multi-dimensional info recording: record customer info across multiple dimensions for fine-grained management.
• 🔔 Granular customer group management is essential — each group has different pain points and can be developed with targeted approaches.

Figure: Detailed customer list for recording and managing seed customers.

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3. Expansion & Resources

1. FAQ

• ❓ How to judge if a prospect is truly a "seed customer"?

  • A: Core concept: seed customers have not only clear demand for your product but also industry representativeness. Analyzing their business model, market position, and existing supply chain helps judge whether they can provide valuable early feedback and market validation.

• ❓ Customs data has many companies — how to filter efficiently?

  • A: First, focus on companies importing products highly relevant to yours. Second, exclude companies shown as large logistics or trading agencies in bills of lading. Finally, verify main business via LinkedIn etc. using company names.

• ❓ What if my product is brand new with no direct peers?

  • A: Find companies producing "substitutes" or "complements" as analysis targets. E.g. if you make a new eco-friendly packaging material, research traditional packaging users' customers — they're your most direct prospects.

2. Learning Tips

• 1️⃣ Continuously iterate customer profile: your first batch of seed customers may not be perfect. Continuously interact with them, collect feedback, and refine your ideal customer definition.
• 2️⃣ Use tool combinations: don't rely on single channels. Combine 👉 Global Search Engine with customs data and B2B platforms for a 3D customer development system.
• 3️⃣ Start small to validate: before large-scale group development, run small-scale tests on 10-20 high-quality seed customers. Validate if your outreach emails and product value propositions work.

3. Related Reading

• 📚 Foreign Trade Customer Development 1️⃣ — Customer Profiling

  This guide shows how to lock down target customer groups most likely to buy via defining and analyzing customer profiles — foundation for all customer development.

• 📚 Foreign Trade Customer Development 5️⃣ — Customer Analysis

  After finding seed customers, the next step is deep analysis. This guide teaches you to analyze customer websites, social media, and markets to dig out real needs and pain points.

• 📚 AI Database Usage Guide

  Dive into the AI Database 4 search methods — search by domain / AI reasoning / refine search / find similar — to purify target customers from the masses.

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