How to Set Up a Profitable Online Store in Kenya

Why Start an Online Store in Kenya?

Online shopping is booming in Kenya. With more Kenyans using mobile money, smartphones, and social media, setting up an online store is one of the smartest business moves you can make in 2025. From Nairobi to Mombasa and Kisumu, people are buying clothes, electronics, home goods, and even groceries online.

Whether you’re a side hustler or a full-time entrepreneur, this guide will walk you through how to build a profitable online store in Kenya—step by step.

Step 1: Choose What to Sell (Niche Selection)

Pick a product or service that has demand and is easy to sell online in Kenya. You can start with:

• Fashion items (shoes, bags, clothes)

• Skincare and beauty products

• Home décor

• Phone accessories

• Organic food or fresh produce

• Digital services (like eBooks or online courses)

Tip: Use local research tools like Google Trends, Facebook groups, and Jumia’s best-seller lists to identify popular products.

Step 2: Register Your Business

Though not mandatory to sell online, registering your business with eCitizen gives you credibility. You can register as a:

• Sole proprietor (for individuals)

• Partnership

• Limited Company

Bonus: A registered business can open a Till Number, get Lipa Na M-Pesa, and access funding from SACCOs and banks in Kenya.

Step 3: Create Your Online Store

You can either:

• Build a website using tools like Shopify, WooCommerce (WordPress), or Zyda (a Kenyan alternative).

• Use marketplaces like Jumia, Kilimall, or Masoko.

• Sell on social media via Instagram, TikTok, or Facebook Shops, supported with a WhatsApp Business account.

If you’re just starting, a simple one-page website or Instagram shop can work.

Pro Tip: Make sure your store is mobile-friendly—most Kenyans shop via phone.

Step 4: Set Up Payments (M-Pesa Integration)

To receive payments, integrate M-Pesa with your store. Options include:

• Lipa na M-Pesa Till Number (apply via Safaricom)

• Payment gateways like Pesapal, iPay, or Flutterwave, which support card payments and M-Pesa.

Include clear instructions on how customers can pay using Paybill, Till, or card options.

Step 5: Sort Out Delivery & Logistics

Partner with local delivery services to get products to your customers. Popular courier options in Kenya:

• Sendy

• Fargo Courier

• G4S

• PickUp Mtaani

• Riders or boda bodas for local deliveries

Offer delivery cost estimates on your site or social pages to avoid surprises.

Step 6: Market Your Store Online

Use affordable digital marketing tools:

• WhatsApp Marketing: Broadcast product updates to your contact list.

• Facebook & Instagram Ads: Target customers by location, age, and interests.

• Influencer marketing: Work with local content creators.

• SEO: Write blog content to rank on Google for search terms like “affordable shoes in Nairobi.”

Example: A Nairobi-based shop selling handbags can use TikTok to show product demos and drive traffic to their store.

Step 7: Build Customer Trust and Grow

To stay profitable:

• Offer quality customer service (quick replies on WhatsApp)

• Provide return/refund policies

• Collect and display customer reviews

• Stay active online and consistent with content

Your goal is to turn first-time buyers into loyal customers.

Start Small, Think Big

Setting up a profitable online store in Kenya doesn’t require a huge budget—just smart planning and consistency. Whether you’re in Nairobi, Eldoret, or Machakos, follow these steps to build your brand, reach customers across Kenya, and grow a sustainable online business.

Ready to get started? Pick your product, open your store, and start selling today.