Find clients and sell your products in Saudi Arabia

Finding clients abroad is always a challenge, and business development in Saudi Arabia 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 Saudi Arabia 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 Saudi Arabia?

Saudi Arabia, the largest country in the Middle East, has a population of about 35 million (2024 census). It is the world’s largest oil exporter, deeply influencing its culture, economy, and politics.

With a high GDP per capita of approximately $32,000 USD in 2025, Saudi Arabia’s economy is heavily dependent on oil, which accounts for most of its export earnings and government revenues. The country is diversifying its economy, with significant investments in sectors like tourism, entertainment, and technology.

Saudi Arabia business culture and etiquette

Saudi Arabian businessmen are hospitable. They spend time and effort over making outsiders feel comfortable in their country. They may appear lavish and showy but that’s their way. Saudis are gentle people who avoid conflict. In case any disagreements in business arise, these are resolved by intermediaries or middlemen. They are knowledgeable, especially about their country and their particular line of business. It’s usually a profession that’s passed down through the generations, one that they are proud of.

The principal language of Saudi Arabia is Arabic but most of its business people are well versed with English. Here, the working week takes a break on Thursday and Friday with Friday being a holy day.

A local sponsor or wakeel will be required to arrange your appointments and acquaint you. Build a level of trust before you engage in business talk with your Saudi counterparts. Make general small talk about the country, family etc, but refrain from enquiring about a Saudi’s wife! Dress well and present yourself in an impressive manner to the Saudi Arabians as they will judge you on appearances. Also, women are usually not included in any negotiation processes.

Saudi Arabia business negotiation tactics

Schedule morning appointments a few weeks in advance, even a month if possible
Allow them to take their time. Don’t rush decisions
Reiterate your points to ensure they take your suggestions seriously
Respect their advisors and elders
Be firm on pricing, don’t be vague
Saudis can be loud and aggressive, so expect this expression of enthusiasm, along with silent pauses

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 Saudi Arabia?

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 Saudi Arabia 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 Saudi Arabia