If you're building or running an online store in Kenya, understanding real payment preference — not assumptions borrowed from international markets — directly affects how many visitors actually complete a purchase.
Why M-Pesa Dominates
M-Pesa's mobile money penetration in Kenya is exceptionally high, and most Kenyans are far more comfortable entering their phone number and PIN through a familiar STK Push prompt than typing card details into an unfamiliar website.
Where Card Payments Still Matter
International customers, some higher-value corporate transactions, and a segment of Kenyan customers with cards who simply prefer that method are all reasons not to exclude card payments entirely.
The Trust Factor
For many first-time visitors to a smaller or newer online store, entering card details feels riskier than an M-Pesa transaction they're already deeply familiar with from years of everyday use.
What This Means for Checkout Design
M-Pesa should be the prominent, default option — not buried as one choice among several — with card payment available as a secondary option for the customers who need it. See our guide on payment gateways for Kenyan stores.
Don't Force a Choice You Don't Need To
Offering both isn't significantly harder than offering one, especially through an aggregator like PesaPal — so there's rarely a good reason to exclude either audience.
Setting This Up
Our eCommerce hosting and online shop design service both include M-Pesa-first checkout with card support alongside it.