Find clients and sell your products in Dubai and the Emirates

Finding clients abroad is always a challenge, and business development in Dubai and the Emirates is not different. You need the right contacts and once you reach the decision maker, you need the right sales pitch.

A lot of companies that want to enter the market in Dubai and the Emirates do this with their general sales pitch. However, if you don’t know the local regulations, pricing levels and your competition’s product, sales meetings may be difficult to conclude successfully.

How to sell your product or service in Dubai and the Emirates?

The United Arab Emirates (UAE), a federation of seven emirates in the Arabian Peninsula, has a population of about 9.9 million as of 2023. It is known for its oil wealth, futuristic architecture, and international business hubs.

The UAE’s economy, with a GDP per capita of around $43,000 USD in 2023, is highly diversified. Although oil and gas remain significant, sectors like finance, tourism, real estate, and aviation play major roles. Dubai and Abu Dhabi are key drivers of economic growth.

Dubai and UAE business culture

Dubai is one of the most cosmopolitan business centres in the Middle East, and a world trade hub. It is relatively easy to do business in Dubai compared to other Middle Eastern countries; Dubai ranks an impressive 22nd in the ease of doing business among 189 countries surveyed in the world.

Negotiation tactics in Dubai

While Dubai has a world-class business culture, the following tips will help conduct business professionally in the UAE:

Address people by their title and adopt a formal business approach
Though modern, Dubai, UAE is an Islamic country; it is best to understand and respect Islamic traditions when conducting business in Dubai
Touching Muslim women or engaging in eye contact with women is against local customs
Touching Muslim women or engaging in eye contact with women is against local customs
Lavish hospitality is the norm during meetings
Arabs are expert negotiators; expect tough bargaining and be prepared with a convincing pitch
Be sensitive to the presence of elderly persons and show them respect

Who actually decides?

Business development abroad fails more often on the wrong contact than on the wrong product. Decide first whether you sell to end users, to a procurement department or through a partner: each asks for a different pitch and a different price level.

Expect to adapt three things per market. The language of your materials, your proof — local references count for more than global ones — and your price positioning against the local alternatives.

Do you need help in Dubai and the Emirates?

Our service providers are local specialists. They know the market, the regulations and the parties that matter, and they can support you with the steps on this page.

Ask a professional

Finding your first clients in Dubai and the Emirates in three steps

Step 1

Define the target group

Describe the companies or consumers you want to reach, the budget they have and the problem you solve for them. Skip this and every later step costs more time.

Step 2

Build a list and approach

Collect 50 to 100 relevant companies, find the person who decides, and reach out in the local language by email, LinkedIn or telephone.

Step 3

Follow up and localise

Track what you hear back and sharpen the pitch on it. Add local proof: translated pages, references from the region and a local number or partner.

Find clients and sell your products in Dubai and the Emirates