Find clients and develop your business in Australia

Finding clients abroad is always a challenge, and business development in Australia 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 Australia, 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.

Connect directly with a trusted export advisor in Australia

Our local consultant can advise you on the best way to identify and approach potential clients with a customized proposal. He can act as your local respresentative.

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How to sell your product or service in Australia?

Australia is a major global player in various sectors and has a population of about 26 million.

Australia’s economy, with a GDP per capita of approximately $55,000 USD in 2023, is driven by mining (coal, iron ore, gold), agriculture, and a robust service sector. It is also a significant exporter of natural resources.

The country’s main imports include machinery, vehicles, electronic equipment, and petroleum products, supporting its diversified economy.

Australian business culture and etiquette

In Australia, business is done in an open and friendly manner with a touch of informality. The following simple guidelines will help:

Meet your prospects with prior appointment, giving them sufficient notice of about a week
Do not speak about your position or try to pull rank; this is a sure ‘turn-off’ in Australia
Greet with a handshake and a smile; be yourself
An Australian might typically address you as ‘G’day mate’; don’t take this as a casual greeting, it is common custom there
Begin with some small talk
Table manners are important in Australia
Gifts are best avoided in initial meetings

What are negotiation tactics in Australia?

Presentations should be simple with good visuals
Australians believe in ‘fair dinkum’ – a fair chance for all; keep the negotiation tone friendly
Offer both short and long term advantages
Be open and frank, business wise; Australians will tell you what they want and are open about it
Expect slow decision making as Australians like to consult other stakeholders before deciding
Offer genuine prices given the volumes and business opportunity
Do not drop price drastically from its initial level; keep final prices for the later stages of negotiations.

Do your first approach with instantly

If you target people in Australia in a specific industry or with a certain role in the company (like HR directors) you can do an easy first trial yourself.

With the tooling of our partner Instantly.ai you can define your target group, whether it’s 50 or 50.000 people. Send them a sequence of emails, directly in their inbox, for typically under 10 dollarcents per persoon.

Translate your website and check your SEO

Even if your business is really international, it may be wise to set up local website translations and check whether your text aligns with the culture.

This also counts for Australia. People prefer reading in their own language and also search most of the time in their own language. Therefore you need to include the relevant keywords in your texts, and these may not be a direct translation.

With regards to content, my personal experience is that if you have a successful blog topic in one language, it is likely to do well also in other languages. Don’t reinvent the wheel, just make a proper translation.

Translate your Wordpress site with WPML

For targeting Australia you may need website translations that goes beyond Google translate. You can do this with WPML.

WPML is a Wordpress plugin that helps you set up different translations of your web pages. This can be with automated translations, but you can also choose to have manual or adjusted translations or even specific content on the language pages.

Shipping your products

If you sell physical products, you need them to get delivered into Australia. Depending on the country you are in, this can be a challenge.

First of all you may have to pay import duties or settle VAT. This can be complex if you don’t have your own legal entity in the country.

There may also be non-financial bariers, like certifications or approvals to be obtained. Especially for food, cosmetics or medicine this may be the case. Check this in advance, even before you invest in your marketing.

Customs clearance for Australia

Getting your products imported and delivered in a specific country can be a challenge. I have good experience with Tecex, who can act as your importer of record and even physical distributor. If you leave your details, they will contact you.

Get in touch

Your first name

Last name

Your company email

Mobile number

What is your company website?

Where is your company based?

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Frequently asked questions

How to do business development in Australia?

First determine who can be the end-users for your product or service. From who do they purchase now? Interview a number of key players in the value chain how they perceive your offering and ask them who is your competition. Only then you can position your product or service and effectively approach potential buyers.

Is it difficult to find B2B clients in Australia?

In Australia, just as many comparable countries, this all depends on your offering and the way you organise your sales. If you offering already sells in other countries, you have good chances, but you still need to figure out the market structure and the sales channels that perform best. We always recommend to do interviews with key players first.

Is Australia open for international business?

Yes, Australia is certainly open for international business, the country has trade relationships with many other nations and although there may be import duties, certification and other customs regulations, you can certainly sell your goods there.

How to do sales in Australia?

First of all adhere to the local business culture and follow local ways of making appointments and structuring them. Also in Australia, companies want to make profits so if you can show how your product or service contributes to that, then the interest will be not different than in other countries. Where possible, work with local partners or have your sales supported by an international business consultant.

Can you find B2B clients for me in Australia?

Yes, we can certainly do that, because we have experienced business developers in the country. Of course it is important that your product is good, well documented and you have discovered the best sales processes already in your home country.