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Should Cards Be first in a checkout

Should card always be the default?

In our previous post, we shared that more than 50% of users actively switch payment methods during checkout. That number alone says a lot about how important it is to offer relevant choices. But it also raised a new question: What does this switching behaviour actually mean for conversion? So we looked at the data.

Here’s what we found:

Let’s start at the top. Out of all checkout sessions, 81 percent of users keep the payment method that is shown first , the one we call the pre-selected method, at the moment of selection. But that doesn’t mean they complete the purchase. But here’s the thing. Even though most users go with the default, not many of them actually complete their purchase. In fact, only 23.9% end up converting with the pre-selected method. Meanwhile, users who switch to something else convert at 65.4% That’s a huge difference. It means that people who switch to something else convert nearly three times more often.

So what happens when you look at the purchases that were actually completed?

More than half, 51% to be exact, come from users who switched payment method. Only 49% come from those who stayed with the default. So the real question becomes: why are users switching? When we break it down by session data, here’s what we see: Card is the most common payment method shown first in checkout. And in 81% of sessions, it remains selected, meaning the user doesn’t actively change it. But that doesn’t mean they complete the purchase. When users do switch, they often choose different methods depending on the market.

Should cards be default

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There are a few reasons why card tends to be the default

  • It’s often the cheapest option for the merchant
  • It’s sometimes pushed by the payment provider
  • In many checkouts, it’s simply the first method listed by default But even if card makes sense from a commercial or technical point of view, it isn’t always what the customer wants. And it doesn’t always lead to a conversion. We also see big differences between countries
  • In Germany, card is usually the default. That’s often because of commercial agreements or global platform settings. But many users still switch to PayPal, which is a more familiar and trusted method locally.
  • In the Netherlands, iDEAL is the most popular payment method among consumers. But in many checkouts, card is shown first. That’s usually because of PSP defaults or lack of local setup knowledge.*
  • In Sweden, Swish is often pre-selected. But Klarna is frequently chosen instead, especially when users want to pay later. This highlights the importance of not just offering multiple payment methods, but ensuring that locally preferred ones are available and visible.

BNPL usage increases with basket size

We also looked at how payment method preference changes when the basket gets bigger. The result is clear. When customers are shown a buy now, pay later option, like invoice or installments, they tend to spend more. This becomes even more obvious for purchases above 250 euros. So while card might feel like a safe default, the data shows that users often look for something else. And when they find it, they’re more likely to complete their purchase. And spend more. And that is exactly why the default matters.

Key takeaways

  • The payment method you place on top directly affects conversion
  • Users who switch from the default are significantly more likely to complete their purchase
  • Card is often the default due to cost, contracts or platform logic, but it’s not always what users prefer
  • Making sure you offer and highlight the right local payment methods might be one of the simplest ways to improve your checkout
  • BNPL is strongly linked to higher average order values, especially for larger baskets
  • Re-thinking which method shows first might be one of the simplest ways to improve your checkout

Want to talk payments?

Book a meeting and let's talk about the future of payments. We will help you discover how you can leverage payments to maximize your checkout

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