Bu sayfada
- 1. The pipeline at a glance
- 2. Where the candidates come from
- 3. Enrichment and tooling stack
- 4. Legal routing by country (as of September 2026)
- 5. Signals that raise a prospect's priority (free to observe)
- 6. Message strategy
- 7. Fair calendar to plan around
- 8. KPIs for the first two quarters
- 9. What the owner must decide
- Sources
06 · Prospecting pipeline: finding customers with AI, legally, country by country
Written 22 September 2026 from research/leadgen-data-sources.md (45 sourced
searches), the n8n workflow in tools/n8n/, the scorer in tools/icp_scoring/
and the profile in doc 04. Prices are as quoted by comparison sites in 2026 and
change often; treat them as indicative.
Özet (TR) Müşteri bulma işi beş adımdan oluşur: aday listesi oluşturma (fuar katılımcı listeleri, Open Supply Hub marka-tedarikçi bağları, İİB/AKİB ihracatçı aramaları, TİM İlk 1000), tekilleştirme ve profil puanlama (repo'daki araçlar; 502 aday hazır), şirket ve kişi zenginleştirme (Sales Navigator + Apollo/Lusha + North Data), ülkeye göre yasal kanal seçimi ve çok dilli, insan onaylı temas. Almanya'da izinsiz e-posta ve LinkedIn mesajı yasak (UWG §7); orada telefon (belgelenmiş ilgi), posta ile numune kiti, fuar ve gelen talep kullanılır. Türkiye'de B2B e-posta için ön onay gerekmez ama İYS kaydı ve KVKK aydınlatma şarttır. İki kişilik ekip için araç maliyeti ayda yaklaşık 300-450 USD; yapay zekâ listeyi puanlar, taslak yazar, uyum kapısını uygular, ama her mesajı bir insan onaylar.
1. The pipeline at a glance
| Step | What happens | Tool in this repo | AI's role |
|---|---|---|---|
| 1. Source | Pull candidate companies from fair exhibitor lists, brand supplier maps, exporter rankings, directories | tools/chatgpt-prompts.md, child-session research → data/prospects_*.csv |
Reads lists, extracts company-level rows, drafts fit notes |
| 2. Merge | Deduplicate across sources, keep the best-evidenced row | tools/icp_scoring/merge_prospects.py → data/prospects_master.csv |
None (deterministic) |
| 3. Score | Apply the profile limits and weights, band A-D | tools/icp_scoring/score_prospects.py + icp_config.json |
None (deterministic); the n8n workflow adds an LLM judgement per row |
| 4. Enrich | Company facts (size, sites, brands supplied), 2-3 decision-maker roles per account | n8n workflow (tools/n8n/) + Sales Navigator, Apollo or Lusha, North Data for DACH |
LLM reads the website and public pages, fills fields, flags disqualifiers |
| 5. Route | Choose the legal channel per country and per contact type | Compliance gate in the n8n Normalize step (DE/AT rule) plus the table in section 4 |
Applies rules; never sends |
| 6. Contact | Multilingual first touch (TR/DE/EN/FR/IT), samples, fair meetings | CRM (Pipedrive or HubSpot) + Lemlist where e-mail is lawful | Drafts every message; a person edits and sends |
| 7. Measure | Contacted, replied, meeting, quote, won; feed results back into the weights | CRM reports; scorer re-run monthly | Summaries and win/loss analysis |
The owner's real customer list (doc 03 template) is the calibration set: run it through step 3 first, then adjust weights until existing good customers score A.
2. Where the candidates come from
| Source | Segment | Access and cost | Notes |
|---|---|---|---|
| Open Supply Hub | Turkish apparel and textile factories with the brands that disclose them | Free account: download up to 5,000 locations; API paid with a 14-day trial | The single best "who supplies whom" source; filter Türkiye, read contributor brands |
| TİM İlk 1000 İhracatçı 2025 | Top 1,000 Turkish exporters (434 in Istanbul) with sector | Free PDF | Cross-check size and export orientation |
| İSO 500 and İkinci 500 (2025) | Largest industrials: 56 textile, 107 food, 76 chemical firms in the second 500 | Free web lists | Food and household-chemical prospects |
| İİB / AKİB / OİB member searches, TOBB Sanayi Veritabanı | Exporter members, capacity reports (~70,000 manufacturers with staff counts and products) | Free | Turkish manufacturer lists with headcount |
| IFCO Istanbul Fashion Connection (Feb) | 273 Turkish apparel exhibitors incl. lingerie and denim | Free filterable list | Home-turf prospects |
| Texworld / Apparel Sourcing Paris (Feb), Munich Fabric Start (Jul, 227 Turkish exhibitors), Première Vision (Sep), Kingpins Amsterdam (Apr) | Turkish makers exhibiting to EU buyers; EU buyer delegations | Free web lists; scrapers output CSV (company-level only) | Meet both sides of the nomination |
| Cosmoprof / Cosmopack Bologna (Mar; next Cosmopack 18-20 Mar 2027), Vivaness (Feb, downloadable list), Beautyworld Middle East (Oct) | Cosmetics brands and OEMs | Directory after login; Vivaness list is a direct download | Halaman already exhibits at Cosmopack |
| interpack (May, PDF exhibitor list), FachPack (Sep), London Packaging Week (Sep), Luxe Pack Monaco (Sep) | Packaging buyers and peers | Free lists | Visitor side is the target; exhibitor side is competition |
| ISM / ProSweets Cologne (Feb), CPHI Frankfurt (Oct) | Confectionery brands; pharma contract manufacturers | Free search | Tier 2 segments |
| Kompass EasyBusiness, wlw, Europages, North Data | NACE-coded EU lists; DACH supplier directory; German register data | Kompass from EUR 1,490/yr; wlw free for buyers; North Data from EUR 49/mo | DACH company facts and inbound listing |
| Eurostat Comext | EU imports of paper packaging from Türkiye by country (USD 358 million in 2025) | Free bulk CSV | Market prioritisation, not company-level |
| Volza, Eximpedia, Panjiva | Mirror bill-of-lading data | USD 1,200-1,500/yr entry tiers; Panjiva USD 15,000+ | Thin for EU-bound Turkish shipments; low priority |
3. Enrichment and tooling stack
| Tool | Role | 2026 price point (indicative) |
|---|---|---|
| LinkedIn Sales Navigator Core | Find packaging, procurement and sustainability managers | USD 120/mo or USD 1,080/yr per seat |
| Apollo Basic or Lusha Starter | Contact data and sequences | USD 49/user/mo (Apollo, annual); Lusha from USD 37/user/mo |
| Clay Launch (optional) | Waterfall enrichment and AI research columns feeding n8n | USD 185/mo |
| North Data Starter | DE/AT/CH/UK register data and financials | EUR 49/mo |
| n8n Cloud Starter (or self-hosted) | Runs the enrichment and scoring workflow in this repo | EUR 20/mo (2,500 executions) or free self-hosted |
| Pipedrive Growth or HubSpot Sales Starter | CRM, sequences, reporting | USD 29-34/seat or USD 15/seat |
| Lemlist Email Pro | E-mail and LinkedIn sequencing where lawful | USD 63/user/mo |
| Leadfeeder Discover | Identify companies visiting halaman.com | EUR 79/mo |
Minimum stack for a one- or two-person outbound team: about USD 300-450 per month before data credits. Enterprise intent-data platforms (Bombora, ZoomInfo SalesOS at USD 15,000+ per year) are not worth it at Halaman's scale; observable signals in section 5 do the same job for free.
4. Legal routing by country (as of September 2026)
"Consent" means a prior express opt-in. "LI" means GDPR Article 6(1)(f) legitimate interest with a written assessment and an easy opt-out. This is a summary of the research notes, not legal advice; the Hamburg GmbH should confirm the German rules with counsel once.
| Country | Cold e-mail to a named contact | Generic info@ | Cold call (B2B) | LinkedIn message | Practical route for Halaman |
|---|---|---|---|---|---|
| Germany | Consent required (UWG §7(2) Nr. 2); a single cold e-mail can draw a warning letter costing EUR 300-500, series EUR 800-2,500+ | Consent | Only with "presumed consent": concrete, documented objective interest | Treated like e-mail (OLG Hamm): consent | Phone with a documented interest note, postal sample kit, fairs, inbound (wlw, Leadfeeder), consent capture at fairs |
| Austria | Consent (TKG), fines up to EUR 100,000 | Consent | Consent [to verify] | Consent | Same as Germany |
| United Kingdom | Allowed to corporate subscribers under PECR reg. 22; sole traders need consent | Allowed | Allowed unless TPS/CTPS-listed [to verify] | Platform rules | E-mail sequence with LI record and opt-out |
| France | Opt-out regime if the message concerns the person's professional activity and they were informed; handle opt-outs within 24-48 h | Outside GDPR | Allowed | By analogy opt-out | E-mail with clear opt-out; French copy |
| Italy | Consent in practice; public-register and INI-PEC addresses cannot be used | Consent | Allowed [to verify] | Consent | Phone, fairs, samples; e-mail only after consent |
| Netherlands | Allowed to legal entities (BV, NV) under Tw art. 11.7; sole traders need consent | Allowed | From 1 July 2026 consent for consumers and small businesses; incorporated companies outside the ban | Consent for natural persons | E-mail to BV/NV contacts with LI; calls to incorporated firms |
| Denmark | Consent, even for info@ | Consent | Allowed (oral contact exempt) | Consent | Phone and fairs |
| Norway | Named addresses banned; post@ allowed | Allowed | Allowed | Consent | Generic mailbox plus phone |
| Sweden, Finland | LI, permissive | LI | Allowed | LI | E-mail sequence with LI |
| Slovakia | Consent unless prior relationship; law addresses natural persons | Likely allowed | [to verify] | [to verify] | Generic mailbox, phone, agent |
| Türkiye | No prior consent for merchants (ETK 6563), but the sender must be registered in İYS, upload B2B addresses and honour opt-outs; KVKK: a named work e-mail is personal data (LI plus aydınlatma); 2026 fines up to about 14,300 TL per message and 143,000 TL for bulk | Allowed | Allowed (İYS) | KVKK applies | E-mail and phone after İYS registration and an aydınlatma text; avoid addresses harvested from search engines (KVKK decisions 2021/1243, 2022/861, 2022/1072) |
Rules that follow from the table:
- The n8n workflow already forces DE and AT prospects to "LinkedIn connection without pitch / phone / fair" instead of e-mail; keep that gate on.
- Postal sample kits (paper hanger, soft-touch folding carton, Scodix-embellished sleeve, FSC and PPWR data sheet) are lawful where e-mail is not, and they show the product. Budget them for DE, AT, IT, DK.
- Every German call gets a one-line "interest indication" logged in the CRM (why the company objectively benefits), which is the presumed-consent record.
- Türkiye first step: confirm İYS registration and publish a prospect aydınlatma text (doc 09, section D3 asks who owns this).
5. Signals that raise a prospect's priority (free to observe)
- Public pledges: plastic-free packaging, paper hangers, "100% recyclable by 20xx", FSC targets (examples in
data/prospects_fashion_eu.csvnotes: Primark cardboard hangers by end-2025, M&S paper packs, Calzedonia plastic-free B2C by 2025, Decathlon FSC/PEFC by 2026). - Regulatory deadlines: PPWR conformity from 12 August 2026 and recyclability grades from 2030 push brands to re-source packaging with documentation; DPP for textiles from 2028 makes hangtags data carriers.
- Sourcing moves: new Istanbul sourcing offices, supplier-list updates naming Turkish factories, nearshoring announcements.
- Hiring: "packaging developer", "packaging technologist", "sustainable packaging manager" job posts.
- Fair participation: the exhibitor and buyer lists in section 2, six to eight weeks before each fair.
- Website visits: Leadfeeder-identified companies visiting halaman.com after a mailing or a fair.
6. Message strategy
Lead with something the buyer needs anyway, not with "we are a printer":
- A PPWR-ready data pack: declaration of conformity template, board recyclability class, weight per unit, FSC chain of custody.
- EmpCo-safe claim wording for their packaging (doc 07), which many brands have not yet fixed.
- Paper hangers and header cards that pass steam tunnels and pegboard specs, with samples.
- Short runs and personalisation on HP Indigo 35K HD for launches and gift editions; Scodix embellishment for cosmetics.
- Climate data per order (reduction-based, not offset-based).
Every first message is drafted by the assistant in the buyer's language from the enriched facts, then edited and sent by a person. No automated sending to DE, AT, IT, DK.
7. Fair calendar to plan around
| When | Fair | Who to meet |
|---|---|---|
| February | IFCO Istanbul; Texworld / Apparel Sourcing Paris; Vivaness Nuremberg; ISM Cologne | Turkish apparel exporters; EU buyers; natural cosmetics; confectionery |
| March | Cosmopack Bologna (Halaman exhibits) | Cosmetics brands and OEMs |
| April | Kingpins Amsterdam | Denim makers and brands |
| May | interpack Düsseldorf (2026 edition; next 2029) | Packaging buyers across sectors |
| July | Munich Fabric Start | Turkish mills and EU brands |
| September | Première Vision Paris; FachPack Nuremberg (2027); Luxe Pack Monaco; London Packaging Week | Textile; packaging buyers; luxury |
| October | Beautyworld Middle East; CPHI Frankfurt | Cosmetics; pharma contract manufacturers |
| November | ISPO Munich | Sports and hosiery brands |
8. KPIs for the first two quarters
| Metric | Target by day 90 | Target by day 180 |
|---|---|---|
| Accounts scored and enriched | 502 scored, 120 enriched | 800 scored, 250 enriched |
| First touches (all channels) | 60 accounts | 150 accounts |
| Qualified conversations | 15 | 40 |
| Sample kits sent | 20 | 50 |
| Quotes issued to new accounts | 8 | 25 |
| New customers won | 1-2 | 4-6 |
| Reply rate by country and channel | measured | used to reallocate effort |
9. What the owner must decide
- Who runs the pipeline (one named person, half time) and who signs off messages.
- Whether to buy Sales Navigator and one enrichment tool now (about USD 200/month) or start with free sources only.
- İYS registration and a KVKK aydınlatma text for prospects in Türkiye.
- A German-market rule: no cold e-mail from the GmbH; phone plus samples plus fairs.
- Sample-kit contents and a budget of roughly 50 kits per quarter.
Sources
All statements above are drawn from research/leadgen-data-sources.md, which lists the source URL for each price and legal rule, and from research/market-textile.md and research/market-fashion-eu.md for the packaging pledges.