If you want to start an online store in Kenya in 2026, it comes down to five decisions: what you sell and to whom, which platform you build on, how customers pay, how orders reach them, and how shoppers find you in the first place.
A professional ecommerce website with M-Pesa checkout costs from KSh 60,000 and takes two to four weeks to build (see the full ecommerce website cost in Kenya breakdown). This guide walks through each step in order, with the costs, the choices Kenyan sellers get wrong most often, and a launch checklist you can use today.
Why your own store, not just Instagram and Jumia
Many Kenyan sellers start on Instagram, TikTok, WhatsApp status or a marketplace such as Jumia or Kilimall, and that is a sensible way to test demand. The limits show up as you grow. On social media every order is a manual chat: “price?”, “is it available?”, “send the till number”. On a marketplace you pay commission on every sale, follow their rules, and the customer relationship belongs to the platform.
Your own online store fixes those problems. Customers see prices, stock and delivery fees without asking, pay by M-Pesa at any hour, and receive a confirmation automatically. You keep the customer’s details for repeat sales, and every product page can rank on Google for searches like “buy office chairs Nairobi”. Keep your social and marketplace channels, but make the store the place they all point to.
Eight steps to start an online store in Kenya
- Pick a focused range. Start with the products you already sell well offline or on social media. Twenty products with great photos and clear descriptions outsell two hundred thin listings.
- Register the business. A registered business name or company, a KRA PIN and a business bank account or M-Pesa till or paybill make payments, trust and later growth much easier.
- Choose a domain. A short .co.ke or .com name that matches your brand. Register it in your business’s name, not only your developer’s.
- Choose a platform. For most Kenyan stores we recommend WooCommerce on WordPress: you own the site, M-Pesa integrates well, and there is no monthly platform fee on top of hosting. Hosted platforms such as Shopify are quicker to start but add monthly fees in dollars and make M-Pesa harder.
- Prepare product content. For each product: a clear name, price, three to six photos on a plain background, size or variant options, and a short description that answers the questions customers ask you on WhatsApp.
- Set up payments. M-Pesa STK Push at checkout, plus card payments if you sell to diaspora or corporate buyers. More on this below.
- Set up delivery. Delivery zones with fixed fees, courier or rider arrangements, and clear timelines. More on this below too.
- Test, then launch. Place real test orders on your phone with M-Pesa, check the confirmation messages, and fix anything confusing before you announce the store.
Payments: M-Pesa first
For most Kenyan shoppers, M-Pesa is the default way to pay online. The smoothest option is STK Push: the customer enters their phone number at checkout, a prompt appears on their phone, they enter their PIN, and the order is marked paid automatically. No copying till numbers, no screenshots of confirmation messages.
You will need a Lipa na M-Pesa till or paybill number and access to Safaricom’s Daraja API, which your developer connects to the store. Our guide to adding M-Pesa to your website explains the options and what to ask for.
Add card payments through a local payment gateway if you expect orders from Kenyans abroad or from companies that pay by card. Cash on delivery can help early trust, but it increases failed deliveries, so many stores limit it to repeat customers or specific areas.
Ready to start selling online?
We build M-Pesa-ready online stores with STK Push checkout, delivery zones and easy product management. See our online store packages and prices, or see how we did it for Fahavi Computers.
Delivery and fulfilment
- Delivery zones. Set fixed fees by area, for example Nairobi CBD, Nairobi suburbs, towns within 100 km and the rest of Kenya. Customers should see the fee before they pay.
- Riders and couriers. Many stores use their own riders or boda partners within Nairobi and a courier or bus parcel service for upcountry orders.
- Pick-up points. Offering collection from a shop or pick-up point lowers costs for customers and reduces failed deliveries.
- Clear timelines. “Same day in Nairobi if ordered before 1 pm, 1 to 3 days upcountry” sets expectations and cuts “where is my order?” messages.
- Order updates. Automatic SMS, email or WhatsApp messages when an order is paid, dispatched and delivered.
Ready to start selling online?
We build M-Pesa ready online stores from KSh 60,000, with mobile checkout, delivery zones and order management included. Most stores go live in two to four weeks.
What it costs to start an online store in Kenya
These are our published ecommerce packages. The full comparison is on our website design prices in Kenya page.
- KSh 60,000 (Launch Store): up to 50 products, M-Pesa STK Push, WhatsApp ordering, mobile checkout and delivery zones. The right start for most new stores.
- KSh 85,000 (Starter Store): up to 100 products, M-Pesa and card payments, order management, customer accounts and basic SEO.
- KSh 150,000 (Growth Store): up to 500 products with advanced filters and search, inventory management, marketing integrations and speed optimisation.
- From KSh 250,000 (Premium Commerce): large catalogues, custom checkout flows, ERP or POS integration and multi-vendor options.
Plan for yearly domain and hosting costs, product photography if you do not have good photos, and a marketing budget for the first few months. Optional ecommerce maintenance starts from KSh 15,000 per month if you would rather not handle updates, backups and security yourself. For a wider look at pricing, see how much a website costs in Kenya.
Getting your first customers
A new store gets no visitors by default. The stores that grow quickly use several channels at once:
- Your existing followers. Link the store from your Instagram, TikTok and Facebook bios, and share product links rather than prices in DMs.
- WhatsApp. Share product links on status and in broadcast lists, and add a WhatsApp button on every product page for questions.
- Google. Give every product and category a descriptive title, such as “Ergonomic office chairs in Nairobi”, write original descriptions, and set up a Google Business Profile if you have a shop. Our SEO service covers ecommerce SEO.
- Paid ads. Small, well-targeted Meta or Google ads sending people to specific product pages, not the homepage.
- Repeat customers. Follow up after delivery, ask for reviews, and offer a reason to come back.
Mistakes to avoid when you start an online store in Kenya
- Hiding prices or delivery fees until checkout. Shoppers leave when surprised.
- Manual M-Pesa payment where customers must copy a till number and send a screenshot. It works at ten orders a week, not at a hundred.
- Stock that is not updated, so customers pay for items you do not have.
- Poor photos, such as dark, blurry or copied from a supplier’s catalogue.
- A slow, heavy site that struggles on mobile data. Most of your shoppers are on phones.
- No return or refund policy. A short, clear policy builds trust and reduces disputes.
We built Fahavi Computers’ online store around these lessons, and if your store already has visitors but few orders, read why a website is not getting customers.
Checklist to start an online store in Kenya
- Business registered, KRA PIN and M-Pesa till or paybill ready
- Domain registered in the business’s name
- At least 20 products with prices, good photos and descriptions
- M-Pesa STK Push tested with a real order
- Delivery zones, fees and timelines shown before payment
- Order confirmation messages working
- Return, refund and privacy policies published
- WhatsApp button and phone number on every page
- Store linked from all your social profiles and your Google Business Profile
Frequently asked questions
How much does it cost to start an online store in Kenya?
A professional online store with M-Pesa checkout costs from KSh 60,000 for up to 50 products, KSh 85,000 for up to 100 products with card payments, and KSh 150,000 for up to 500 products. Domain, hosting and marketing are extra.
How long does it take to build an online store?
Two to four weeks depending on the number of products, payment options and delivery setup, once your product photos and details are ready.
Can customers pay with M-Pesa on my online store?
Yes. Every store we build includes M-Pesa STK Push, so customers pay by entering their PIN on their phone and the order is confirmed automatically.
Should I use WooCommerce or Shopify in Kenya?
For most Kenyan stores WooCommerce is the better fit: you own the site, M-Pesa integration is straightforward and there is no monthly platform fee in dollars. Shopify suits businesses that want a fully hosted platform and mainly take card payments.
Do I need to register a business to sell online in Kenya?
It is strongly recommended. A registered business, KRA PIN and business till or paybill make payments smoother, build customer trust and are needed for card payment gateways.
Can I still sell on Instagram and Jumia?
Yes. Keep those channels for reach and point them to your own store, where you control prices, customer details and repeat sales without commission.