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Part of the guideOffer pay-later in Nigeria: get paid today, customers pay later
The short answer
Tell customers once, clearly, at the moments price becomes a concern: on the price list, at the counter, on the checkout page and in the order confirmation. Present it as a choice alongside paying in full, and leave the credit terms to the provider, which must show them before the customer accepts. Under the FCCPC's 2025 rules credit is opt-in and advertising must be factual, so never push customers to use a limit or overstate the benefits.
A payment option nobody knows about does nothing. Much of the sales effect of pay-later, in research and in practice, depends on customers seeing it at the moment they hesitate over a price. But credit is also regulated, and a pushy pitch at the till can cost you more in complaints than it earns. This article covers how to get the balance right. It follows on from our guide to offering pay-later in Nigeria.
The rules that shape what you say
The lender is responsible for the credit agreement, but you are part of how it is presented. The FCCPC's Digital, Electronic, Online or Non-Traditional Consumer Lending Regulations, 2025 set out several rules that apply to how credit is marketed, and they also cover partners who share in transaction revenue.
- Opt-in only. Regulation 19(h) requires each use of credit to be actively requested and consented to by the consumer; credit that has not been asked for is not allowed.
- Factual advertising. Regulation 17(e) requires advertising to be factual and unambiguous, without exaggerating the benefits.
- No pestering. Regulation 19(e) bars imposing services through incessant, excessively targeted advertising.
- A way to opt out. Regulation 17(f) requires unsolicited marketing to respect consumer preferences and offer a simple way to decline further messages.
- Terms before acceptance. Regulation 17(a) requires the lender to disclose interest, fees and repayment terms in plain language before the transaction is completed.
In practice: you tell customers the option exists; the provider tells them what it costs. Do not quote rates, limits or repayment amounts yourself unless the provider has given you approved wording.
Where to show it
| Place | What to show | Why it works |
|---|---|---|
| Price list, menu or fee schedule | One line: "Pay in full, or spread the cost with [provider]." | Customers see it while deciding, not after |
| Counter or till | A small sign with the provider's name and how to pay (QR code or link) | Answers the question before it is asked |
| Checkout page or payment link | Pay-later listed alongside transfer and card | Customers compare options in one place |
| Order confirmation or invoice | A short note that the option exists for future orders | Reaches repeat customers |
| WhatsApp catalogue or status | An occasional mention, not a daily broadcast | Reaches customers where they shop, within the no-pestering rule |
| Staff | One sentence, said when price is a concern | The most effective channel, and the riskiest if done badly |
What staff should say, and what they should not
Train every member of staff who takes payment. It takes ten minutes and prevents most problems.
Wording that works
- "You can pay in full now, or spread the cost through [provider] if that suits you better."
- "[Provider] will show you their terms on your phone before you agree to anything."
- "If you have questions about repayments, [provider]'s support team can help. I can tell you about our prices and returns."
Things never to say or do
- Tell a customer they are approved, or what their limit is.
- Suggest they add items "since you have the limit".
- Say it is free or has no cost unless the provider has confirmed that in writing for that product.
- Fill in or complete a credit purchase on a customer's phone, or ask for their PIN.
- Offer a different price to customers who pay later.
- Keep mentioning it after a customer has said no.
Worked example: a launch month
A supermarket with average monthly sales of ₦8,000,000 introduces pay-later. In the first month it puts a sign at each till and one line on its WhatsApp catalogue, but staff are not trained. Pay-later accounts for ₦240,000 of sales, 3% of the total. In the second month it trains all six cashiers to mention the option when a basket goes above ₦30,000 or a customer hesitates. Pay-later rises to ₦800,000, or 10% of sales, and total sales rise to ₦8,400,000. These figures are illustrative.
The lesson is that signs alone reach customers who were already looking; staff reach customers at the moment of hesitation. Whether that is profitable depends on whether total sales rise, not just the share on pay-later. In this example, an illustrative 3% fee on ₦800,000 is ₦24,000, against ₦400,000 of extra sales. At a 15% margin that is ₦60,000 of extra gross profit, so the option pays for itself. Pay-later and average order value explains how to measure this properly.
One more point on timing: avoid launching with a big promotion in the week before payday or a festive season, when customers are most stretched. A calm launch, with the option visible and staff trained, gives you a cleaner read on whether it adds sales rather than simply moving spending forward.
A launch checklist
- Get approved wording and signage from the provider, including the provider's name.
- Add one line to price lists, menus or fee schedules.
- Put a sign and QR code or link at each payment point.
- Add pay-later to your checkout page and payment links.
- Train every member of staff who takes payment, using the wording above.
- Decide where it applies: all sales, or above a minimum basket.
- Mention it to regular customers in person, once.
- Review after 30 and 90 days: share of sales on pay-later, total sales, average basket and complaints.
Sector articles in this series have tailored advice: schools should put it in the fee schedule and resumption circular, and restaurants on catering price lists rather than every menu.
Where Pryme fits
For businesses in Spaces, Pryme's merchant network for pay-later in Nigeria only, the customer's limit is offered based on how they run their Pryme account, and they see and accept the full agreement in the app before anything is drawn. The credit is lent to the customer by Solid Allianze Microfinance Bank Ltd, a CBN-licensed microfinance bank; Pryme Financial provides the technology. That means staff do not need to discuss rates or limits, only that the option is available. Because a Spaces limit can be spent only with businesses that have joined Spaces, the most useful thing a sign can say is simply that you are one of them. Before you print signs or write your own wording, ask at support@mypryme.com what to use.
A Pryme business account includes a Sales agent; like Pryme's other agents, it prepares work and a person on your team approves it. The parent guide covers running pay-later well after launch.
Questions people ask
How do I advertise buy now pay later in my shop?
Show it on price lists, at the till and on your checkout page, and train staff to mention it once when price is a concern. Use the provider's approved wording and let the provider explain the terms.
Can my staff tell customers how much credit they can get?
It is better that they do not. The lender must disclose terms and limits before the customer accepts, and staff quoting limits can mislead customers or encourage them to overspend.
What are the FCCPC rules on marketing loans?
The 2025 regulations require advertising to be factual and unambiguous, ban incessant targeted advertising, require a way to opt out of marketing, and make credit opt-in only.
Can I send WhatsApp messages about pay-later to customers?
An occasional message to customers who have agreed to hear from you is reasonable. Give them an easy way to stop receiving messages and do not send repeated pushes.
Should I say pay-later is interest-free?
Only if the provider has confirmed in writing that it is for your customers and products. Otherwise, say the provider will show its terms before the customer accepts.
Sources
- FCCPC: Digital, Electronic, Online or Non-Traditional Consumer Lending Regulations, 2025 · accessed Oct 2026
- Templars: The FCCPC sets deadline for registration of digital lenders (Nov 2025) · accessed Oct 2026
- Federal Reserve Bank of Richmond: Buy Now, Pay Later: Market impact and policy considerations (Economic Brief 25-03) · accessed Oct 2026
- Berg, Burg, Keil and Puri: The Economics of Buy Now, Pay Later: A Merchant's Perspective (NBER w33152; Journal of Financial Economics, 2025) · accessed Oct 2026
This article is general information, not financial, legal or tax advice. Products described are provided under the terms on this site and are subject to regulation and eligibility.