Article updated on December 23, 2019.
What’s a call to action?
You’ve got a great product, you’ve built a terrific website, and you are successful at attracting visitors to your site from all over the internet. But, if you’re like most marketers, you’re probably asking yourself if you could be converting more of those visitors into customers.
To do this, you need to take a close look at one of the most important aspects of your website: the calls to action.
A call to action (CTA) is the specific prompt that appears on a website or in an email, inviting the reader to click it to do something. This can be to download an e-book, watch a webinar, request a call-back, sign up for a newsletter, etc. CTAs can take many forms, most commonly buttons, text links, images, or forms.
From the marketer’s point of view, the main goal of a CTA is to capture visitors’ personal information. The job of the CTA is to convince a visitor that it’s worth their while to provide their contact information in exchange for something of value.
Call-to-Action Best Practices:
The Importance of the CTA
Effective CTAs are critical to turn website visitors into captured leads that your team can contact now, or nurture for future interactions. For many websites, CTAs are arguably the most important elements of a website. Weak CTAs can undermine your lead generation efforts.
Customers usually prefer to do their own research before actually speaking to a salesperson. This makes it very important to capture a lead’s details to give content-driven marketing and lead nurturing processes the chance to “warm up” a prospect before a salesperson calls.
10 Tips for Creating Effective CTAs
Given the importance of having top-notch CTAs, here are 10 tips to help you improve yours:
- Make sure the CTA is clearly visible
It’s important that the CTA visually stands out from the surrounding content – otherwise, it might not be noticed at all. Eye-catching visual elements, contrasting colors, unusual shapes, large/legible text, and significant surrounding white space are some ways to do this. Of course, the design should be attractive. Research shows that CTA buttons in certain colors, namely green and orange, perform best, but this must be a factor of the overall page design as well (a green button on a green background is probably not a good idea).
- Use action-oriented language
The CTA should begin with a verb that encourages the visitor to take specific action. Examples include Download, Try, Reserve, Join, Get, and Start. You want to attach words that provide a sense of urgency, something that will further motivate visitors to click. Examples of these words are Now, Today, and Limited-time.
- Keep it brief
Simple statements, containting between two and five words, work best. If your CTA is longer than 10 words, performance will likely suffer.
- Make the CTA benefit-oriented
Ensure the CTA clearly presents your value proposition to the visitor. Try to avoid generic CTAs like “Click Here” or “Contact Us.” Instead, appeal to the visitor’s desire to get something useful or accomplish something. Examples of benefit-centric CTAs are “Start your free trial” and “Download the e-book now!”
- Make the CTA reflect the desired path
Take advantage of the fact that your visitors are interested in achieving something. If they weren’t interested, they wouldn’t be there! Craft a CTA that’s highly relevant to the content that brought the visitor in the first place and that, perhaps, promises to provide more information on the topic. Many of the most effective CTAs are often those that continue to educate the reader.
- Make it easy to submit
If there are too many steps between that first click and completing the process, you will likely lose a large percentage of your leads. Likewise, keep forms as brief as possible; research consistently demonstrates that the more fields contained in a form, the fewer submissions are received. If relevant, consider using a third-party sign up (e.g., Facebook, Google, LinkedIn): allowing users to submit their details with a couple of clicks and minimal typing.
- Present the CTA as two options
When someone is given a choice, it can help them feel more in control of a process and thus more likely to move forward with it. Also, the “second” choice can provide a message that strongly supports selecting the “first” choice. For example, present two CTA buttons such as, “Yes, I want the e-book” and “No, I don’t want free tips.” When trying this approach, remember to keep it simple.
- Support your CTA with convincing messages
Hesitant prospects may be convinced to submit their details when you present compelling messages in support of the CTA. Common examples are testimonials from existing customers and guarantees (e.g., “no risk”, “no commitment”, “money-back guarantee”).
- Support your CTA with positive imagery
Pictures of people exhibiting positive emotions (e.g., smiling, laughing, having fun) have been shown to increase CTA click rates.
- Test, test, test!
Once you’ve implemented all the above tips and are convinced you’ve got the best CTA on the Web today, you can’t really know until you test your creation. Use A/B and multivariate testing to evaluate how changes to your CTA affect conversion rates. Try different messages, offers, colors, designs, placements, etc. until you find the most effective combinations. In many cases, even small changes can have dramatic impact on conversion rates.
Last modified: December 23rd, 2019