Business trade leads are the lifeblood of every company. Whether you're dependent on international trade leads, local B2B trade leads or any trade opportunities you can get, your sales force needs to maintain a constant supply. They must play the numbers to get the sales and the more trade leads they acquire, the more sales they will bring in. Closing ratios differ from industry to industry, but all rely on the first step, getting the trade lead.

You can buy trade leads or build a cadre of contacts through networking. Either way, it is up to your sales force to follow up on all viable trade opportunities. Longevity in any business, but most emphatically in sales, depends upon relationships. Often those first encounters that come from the trade leads will set the tone for the forthcoming relationship or lack thereof. Obviously, the more personal the trade lead, the better chance your sales rep has of building upon that introduction.

1. Use a trade leads directory to supplement networking efforts

2. Buy trade leads when your sales force is dry

3. Build international trade opportunities with strong import export trade leads

Action Steps
The best contacts and resources to help you get it done

Find and use a trade leads directory for your industry

Instead of wasting time sending out your marketing message to a random group of buyers, find trade opportunities that are looking for your business as well. There are a number of trade leads worldwide available through online directories. You can make contacts through these trade portals, which you can then turn into personal international trade leads.

I recommend: The Federation of International Trade Associations is a virtual hub of trade specific directories. The Mellinger Company offers a slew of manufacturing import export trade leads through its diverse listing of trade directories available online.

Purchase lists from which your sales force can find B2B trade leads

Marketing efforts of companies that sell trade leads often tout the veracity of their leads and just as often fall short of the promise. But while purchased business trade leads may be the least effective way of building your leads coffers, they can be useful when your sales force is not otherwise occupied with qualified trade leads worldwide. But trade leads and keep them nearby for those dry seasons.

I recommend: Trade Key offers buy trade leads to sellers through an online software program. You can buy trade leads worldwide that are tailored to your industry. USA Data uses filtered parameters to build the lists they offer.

Join a trade association to foster international trade leads

An international trade association often offers members opportunities to meet and greet online and in person through conventions, seminars and trade shows. Join and become an active member to build a long-standing array of international trade opportunities.

I recommend: The World Trade Centers Association has offices in every state with opportunities to build international trade leads. Concept Marketing offers a database of more than 40,000 trade specific associations. Find one or more to fit your needs and get involved locally if they have chapters in your area, or on a national or international basis. Networking through common interests is one the most valuable tools you can use to share trade opportunities.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Require every member of your sales force to find at least one B2B trade leads association to join and participate in.