1. Find out what the costs are. Some web-based trade lead directories offer free access, but most directories that offer complete company information charge a monthly subscription fee.
2. Know what information you need. Some trade lead directories are simply a list of companies broken down by industry categories. Others offer much more detailed information including key decision making personnel, financials and open RFPs.
3. Get focused. If you’re looking for exporters of products in China, purchasing a subscription to trade lead directories for the entire world is probably overkill. Try to find focused trade lead directories for the information you need.

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

General business directories

If you're trying to target businesses in the U.S. that fit certain criteria, you can pull the information from the most widely respected business directories of domestic information. They allow you to search by criteria such as company size, financials, executives, news and trademarks. Subscription-based business directories allow you to use them in ongoing efforts to connect to trade leads.

I recommend: Dun & Bradstreet's Selectory gives you online access to company profiles in the U.S. and Canada and allows you to use the information to build and download targeted trade leads. Hoover's Directory offers several subscription plans for their business directories that will connect you to vital statistics on public, non-public and international companies, as well as industries and key people. Lexis Nexis’ Company Dossier is one of the most comprehensive trade lead directories that provides in-depth business information on more than 20 million global companies. Industry Dossier does the same thing as Company Dossier but focuses on industry intelligence rather than company intelligence.

Find international buyers and sellers

Small business owners often find it a challenge to connect with international buyers and sellers halfway around the world. But online import/export trade lead directories ease the burden of traveling by connecting businesses, regardless of their respective geography.

I recommend: Exporters.SG is a global business-to-business marketplace for international buyers and sellers to trade in more than 400 product categories. There are partner sites to Exporters.SG that connect you to importers and manufacturers. AllManufacturers.net is an Internet service that helps connect international buyers and sellers and provides online business opportunities. It advertises various types of products to be bought or sold without a middleman in different regions of the world. TradeXpro offers online business trade lead directories for China, India, U.K and Turkey. If you need help identifying legitimate international business partners, the U.S. Government has a website that helps U.S. import and export companies find new international buyers and sellers in worldwide markets.

Domestic business trade lead directories

Outsourcing and importing/exporting to foreign countries means that you have to deal with transit time and communication barriers, which isn't always ideal for small businesses. Focusing on trade leads in the U.S. and Canada may save you some of the headaches associated with using foreign trade partners.

I recommend: The Manufacturers' News offers a variety of CD-ROM and print business directories, such as state manufacturers, national manufacturers by industry and state and regional databases. Since California is the second largest producer of exported goods and has the eighth largest economy in the world, the state has its own trade lead directories. Check out TradePort for free information and resources for businesses that seek to conduct international trade to and from California.

Chambers of commerce serve as business trade lead directories

Much like you would use your local chamber of commerce to build trade leads and prospect lists, there are international chambers of commerce that can provide business trade leads and resources.

I recommend: Check out the World Chambers Network and International Chamber of Commerce sites to connect to international buyers and sellers that are members of chambers around the world.

Helpful advice for making the most of this Guide

• •  Language barriers often prevent small U.S. companies from doing business or trade or with international buyers and sellers. If this is an obstacle to your small business, consider hiring a consultant who specializes in international business dealings to be your middleman.
• •  Find out how business trade lead directories vet listed companies for fraudulent activities, outstanding lawsuits and other red flags before you commit to using the service.