Google Ads Cost in Kenya (2025) + M-Pesa Funnel Tips

Kenya's digital landscape is growing rapidly, with Google Ads and M-Pesa playing a pivotal role in driving online business growth. Whether you’re a local business or an e-commerce store, understanding the cost dynamics of Google Ads in Kenya and integrating M-Pesa payment solutions can help you maximize your marketing ROI.

In this guide, we’ll break down the

(2025), including the average CPC (Cost Per Click) and CPA (Cost Per Acquisition) by industry, and provide tips on how to set up M-Pesa-friendly funnels to boost conversion rates. Plus, we’ll explore the differences between Nairobi and Mombasa in terms of PPC performance and offer strategies for optimizing your Google Ads campaigns.

1. Google Ads Cost in Kenya (2025): CPC & CPA Insights

Before diving into M-Pesa integration, it’s important to understand how much you’ll pay for Google Ads in Kenya and how to optimize costs for your campaigns.

Average CPC & CPA by Industry in Kenya

The cost of Google Ads in Kenya varies by industry, and understanding these costs will help you plan your budget effectively. Here’s an overview of the average CPC and CPA for various industries in Kenya.

E-Commerce:

• CPC: NGN 50 – 150
• CPA: NGN 1,000 – 3,000

E-commerce businesses targeting Kenyan shoppers generally experience moderate CPC costs but must focus on optimizing conversions, especially for mobile users.

Finance & Insurance

• CPC: NGN 100 – 200
• CPA: NGN 3,000 – 7,000

Financial services such as banks and insurance companies tend to have higher CPCs due to fierce competition for keywords like loan or insurance.

Education:

• CPC: NGN 40 – 100
• CPA: NGN 1,500 – 4,000

Education-related businesses, particularly online courses, see moderate CPCs, but they must work on their landing pages to reduce CPA and increase sign-ups.

Healthcare:

• CPC: NGN 60 – 150
• CPA: NGN 2,000 – 5,000

Healthcare businesses, including clinics and telemedicine services, have relatively higher CPCs due to the competitive nature of the market, especially for essential services like health insurance and doctor appointments.

How to Control Costs:

• Optimize Ads for Mobile: As most Kenyan users access the internet via smartphones, creating mobile-friendly ads and landing pages can significantly reduce bounce rates and improve conversion.
• Target Long-Tail Keywords: Long-tail keywords tend to be less expensive and more specific, leading to higher conversion rates and lower CPC.
• Geotargeting: Focus on specific cities or regions like Nairobi or Mombasa to avoid wasting ad spend on irrelevant areas.

2. M-Pesa Integration: How to Connect M-Pesa to Your Store

Since M-Pesa is the preferred payment method for millions of Kenyans, integrating it into your e-commerce platform is crucial for converting local customers. Here's how you can set up M-Pesa payment systems in your store:

How to Connect M-Pesa to Your Shopify or WooCommerce Store:

Shopify:

1. Install the M-Pesa Plugin: You can use M-Pesa’s API or third-party apps like M-Pesa Payment Gateway to integrate M-Pesa with your Shopify store.
2. Set Up Payment Gateway: After installation, configure the gateway by entering your M-Pesa API credentials. This will enable your customers to make payments directly through M-Pesa during checkout.
3. Test the System: Ensure the system works smoothly by making test transactions to verify that payments are processed correctly.

WooCommerce:

1. Use M-Pesa Plugins: Similar to Shopify, you can install an M-Pesa payment gateway plugin such as M-Pesa WooCommerce.
2. Configure the Gateway: After activation, configure your gateway by adding M-Pesa API credentials.
3. Enable M-Pesa as a Payment Method: Once the plugin is set up, enable M-Pesa as a payment option during the checkout process on your WooCommerce store.

3. M-Pesa Funnel Setup: How to Build M-Pesa-Friendly Funnels for Better Conversion

M-Pesa is a preferred payment method in Kenya, and optimizing your funnel for M-Pesa payments can increase conversion rates by making it easier for customers to complete their purchases.

Tips for M-Pesa Funnel Optimization:

1. Clear Call to Action (CTA): Ensure that your CTA buttons are clear and guide users to the payment stage with one simple step, such as “Pay with M-Pesa”.
2. Mobile-Friendly Design: Since most users will access your website via mobile, optimize your checkout process to be mobile-responsive. Make sure the M-Pesa payment gateway is easy to use on mobile devices.
3. Use WhatsApp for Customer Support: Implement a Click-to-WhatsApp ad to provide immediate customer support for users who might need assistance with their M-Pesa payment.

How to Track M-Pesa Conversions:

• Integrate M-Pesa with Google Analytics: Set up conversion tracking by linking your M-Pesa payment gateway to Google Analytics. This will allow you to monitor how many customers are completing purchases via M-Pesa.
• Use UTM Parameters: Add UTM parameters to your Google Ads links and track which ads are driving M-Pesa conversions.

4. Ad Schedules & Call Extensions in Kenya

To optimize your Google Ads campaigns in Kenya, it’s crucial to understand the best ad schedules and use call extensions effectively.

Best Ad Schedules in Kenya:

• Weekdays: Ads tend to perform well during working hours (9 AM – 5 PM), as people are actively searching for products and services.
• Weekends: Weekends (especially Saturdays) are great for targeting consumers who are more likely to browse online for personal purchases.
• Evenings: In Nairobi, evenings (6 PM – 10 PM) see high ad engagement, particularly for services like food delivery and entertainment.

Call Extensions:

• Why Use Call Extensions: Add call extensions to your ads to make it easy for users to call your business directly from the ad. This is particularly effective for local businesses, restaurants, and service providers in Kenya.
• When to Use: Use call extensions during peak times (business hours, weekends) when your team is ready to respond to customer queries.

5. Nairobi vs Mombasa: Which City Works Best for PPC in Kenya?

Nairobi and Mombasa are two of Kenya’s largest cities, and each presents unique opportunities for PPC campaigns.

Nairobi:

• High Competition: As the capital city, Nairobi has a large concentration of businesses, which can make it more competitive for Google Ads.
• Higher CPC: Due to the large number of businesses, CPCs tend to be higher, particularly in industries like finance, real estate, and e-commerce.

Mombasa:

• Lower Competition: Mombasa, being a smaller market compared to Nairobi, has lower competition for keywords, which can result in lower CPCs.
• Targeting Tourism & Hospitality: Mombasa is ideal for businesses in the tourism, hospitality, and local retail sectors, where ads can target both local and international audiences.

Verdict: If you’re in a competitive industry, Nairobi may offer a larger audience but at a higher cost. If you’re targeting more niche markets or want to reduce ad spend, Mombasa can provide better opportunities for lower CPCs.

People Also Ask (PAA)

Answer: The average CPC in Kenya ranges from NGN 50 – 200 depending on the industry, with e-commerce and finance being more competitive.

2. How do I connect M-Pesa to my store?

Answer: Use M-Pesa’s API or third-party plugins like M-Pesa Payment Gateway to integrate M-Pesa with your Shopify or WooCommerce store.

3. What’s a good CPA in Kenya by industry?

Answer: A good CPA in Kenya varies by industry. For e-commerce, it can range from NGN 1,000 – 3,000, while for financial services, it can be higher, around NGN 3,000 – 7,000.

4. Which cities work best for PPC in Kenya?

Answer: Nairobi is ideal for larger businesses due to its competitive nature, while Mombasa offers lower CPCs and can be a better choice for niche markets.

5. How to track M-Pesa conversions?

Answer: Use Google Analytics and UTM parameters to track M-Pesa conversions and monitor the effectiveness of your Google Ads campaigns.

Conclusion: Mastering Google Ads and M-Pesa Funnels in Kenya

In 2025, Google Ads and M-Pesa are two of the most powerful tools for growing your business in Kenya. By understanding CPC/CPA dynamics, optimizing M-Pesa funnels, and strategically using call extensions and ad schedules, you can effectively engage with your local audience and boost conversions.

Ready to take your Google Ads strategy to the next level in Kenya? Start implementing these tips today, and watch your business grow with the power of M-Pesa and PPC campaigns!

Need help setting up M-Pesa-friendly funnels or optimizing your Google Ads campaigns in Kenya?

Contact us today for personalized marketing strategies that convert!