MindstreamPractical guide
Build a buyer shortlist you can actually act on
A first-round research method for exporters: define the buyer, check the evidence, and decide what to do next.
Start with a buying role, not a country-sized list
“Find buyers in Germany” leaves too much unanswered. Name your product, target market and the type of company that could buy it. A homewares exporter might start with independent retailers and distributors, rather than every business that mentions homewares. Keep manufacturers, brands, importers and end users separate: their reasons for buying are different.
Write your fit criteria before searching
Choose three observable criteria: relevant product assortment, a suitable sales channel and evidence of activity in your target market. Add exclusions, such as competitors or companies outside your order-size range. Treat missing evidence as a question to investigate, not a reason to invent a match. If your ideal customer is still unclear, compare two small segments rather than mixing everything into one search.
Keep a source beside every important claim
For each candidate, record the company website, the page that supports its fit, what that page actually says, and what remains unknown. A category page can support assortment fit; it cannot prove that a buyer needs a new supplier. Label candidates worth checking, uncertain or not a fit. The uncertain group is useful: it tells you which question to ask next.
Turn research into one specific next step
Check who handles the relevant category, verify the available contact information, and prepare a short message explaining why your offer may be relevant. Review the draft before sending. After a small outreach batch, record replies and objections and use them to refine the next brief. Judge the research by whether it helps you make a better decision, not by the length of the list.