The verdict in three sentences
A deposit of 10 to 15 % of the basket paid via mobile money turns intent into commitment: doorstep refusals drop by roughly 55 %. Conversion dips slightly — -4 points — but margin gains +9 points thanks to avoided returns. In Accra in 2026, the deposit becomes profitable as soon as your initial refusal rate passes 18 %.
Fixed deposit or percentage of basket: how to choose
Both approaches work, but they target different baskets. A fixed deposit is simple to communicate; a percentage better protects high baskets, which are costlier when returned.
| Deposit model (2026 ballpark) | Refusals avoided | Conversion dip | Best for |
|---|---|---|---|
| Fixed deposit ~2,000 FCFA (GHS 5+) | -45 % | -3 pts | Small uniform baskets |
| 10 % of basket | -50 % | -4 pts | Varied baskets |
| 15 % of basket | -55 % | -5 pts | High baskets, high risk |
| Progressive (by history) | -60 % on repeat offenders | -2 pts | Mixed customer base |
Micro-payment makes the deposit painless: with MTN MoMo in Ghana as in Benin, a deposit of a few units (from the equivalent of GHS 5) settles in seconds from the phone, with no bank account.
The balance stays flexible
The deposit does not remove the comfort of COD: the customer pays the rest cash or mobile money at the door, as they prefer. You only secure the part that matters — commitment — while keeping the flexibility that makes cash on delivery attractive.
| Step | Amount (basket 20,000 FCFA) | Channel |
|---|---|---|
| Deposit at order | 3,000 FCFA (15 %) | Mobile money |
| Automatic confirmation | — | Webhook + WhatsApp |
| Balance at delivery | 17,000 FCFA | Cash or mobile money |
| Refusal after deposit | near zero | — |
Mini case study
Kwame sells phone accessories in Accra, 150 monthly COD orders, average basket equivalent to 20,000 FCFA, 24 % refusals. Each return costs 4,000 FCFA, i.e. 36 parcels and 144,000 FCFA lost per month. He introduces a 15 % MTN MoMo deposit (3,000 FCFA). Conversion drops 4 points, he loses 6 orders, but his refusal rate falls to 11 %: only 16 returned parcels, 80,000 FCFA saved each month. Net of lost sales he gains about 50,000 FCFA/month and collects 450,000 FCFA in deposits immediately available. Above an 18 % initial refusal rate, the deposit always wins.
FAQ
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Won't a deposit scare customers away?
A little: expect about -4 points of conversion. But customers who refuse the deposit are mostly those who would have refused the parcel at the door, so the loss of real sales is small.
What deposit percentage is optimal?
Between 10 and 15 % of the basket. Below that, commitment is too weak; above it, you approach full prepayment and lose the psychological advantage of COD.
When does the deposit become profitable?
As soon as the initial refusal rate exceeds 18 %. Below that, the slight conversion dip may not be offset; above it, the gain on returns clearly wins.
Can the customer pay the balance in cash?
Yes, that is the whole point. Only the deposit goes through mobile money; the balance is paid cash or mobile money at delivery, at the customer's choice.
How much does integrating a mobile money deposit cost?
On a well-built store, wiring the mobile money deposit link and the confirmation webhook takes a few days to two weeks. We deliver the deposit + balance flow fully tested.
Let's talk about your project. We integrate the mobile money deposit that secures your COD orders without breaking your conversion. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
