What’s the main goal of your site?
What’s the main goal of your site?
To sell products? Generate leads? Get sign ups?
If you want to get users to take a specific action, then designing persuasive call-to-action buttons is critical.
Whether you’re using them on pricing pages, product pages, landing pages, or your blog, well-designed CTA buttons are going to help you get more people to do what you want them to do.
Why do some CTA’s compel you to click while others get ignored?
Unfortunately, there’s no universal template that works better than everything else. What works for one site might not work for yours.
But there are guiding principles you can follow to figure out what works best for your product, audience, and business model. In this article, I’m going to break down the 11 characteristics of persuasive call-to-action button. Let’s jump right in.
1. They’re compelling
The most important aspect of your CTA button is the copy.
It has to compel people to click on it, and the best way to do this is by appealing to their self-interest. So make sure you clearly state exactly what your visitor will get if they click your CTA.
2. They’re clear and concise
Your CTA button copy should be brief, and it should get right to the point. HubSpot recommends using no more than 5 words.
Examples of clear and concise CTAs
3. They’re action-oriented
Your CTA button should begin with an action verb like ‘Get’ or ‘Download.’ Jared Spool calls these “trigger words.” For example:
- Get my free quote
- Download now
- Open my account
- Go to checkout
- Get exclusive access
Instead of barking orders at them, substitute words like “submit” or “sign up” with words like “get” or “try.” Give them a good reason to take the action you want them to take.
If you’re having a hard time figuring out what your button copy should say, try this thought experiment from UX Booth:
If you asked your user what she was trying to do, what would she say?
If you think she’d say, “I want to compare the price,” then your CTA button should be “Compare the price.”
4. They speak in the first person
In a test run by Michael Aagaard (Unbounce’s Senior Conversion Optimizer), he found that changing CTA button copy from the second person (i.e. Get your free template) to the first person (i.e. Get my free template) resulted in a 90% lift in click-through rate.
Why does the first person work so well? Because it presents the action from the point of view of the user.
So if you plan on using the second person, try testing it against the first person to see which one works better for your audience.
5. They create a sense of urgency
People tend to want what they can’t have (like this study illustrates). We place a higher value on things that will soon be unavailable to us, and a lower value on what’s available in abundance.
It’s basic supply and demand: as availability decreases, demand increases. The less there is of something, the more valuable it becomes. And you can see some great results by implementing this principle into your CTAs.
Udemy does a great job of this in their email marketing by offering discounted courses for a limited time.
You might not be able to use this scarcity tactic all the time, but you can create a subtle sense of urgency even if you just add the word “now” to your CTAs (like the example above).
6. They include extra information (if necessary)
Sometimes you might need to add an extra bit of information in order to set the right expectations for your visitors, and to reduce their anxiety about taking the action. Examples might include:
- Testimonials, reviews, or tweets
- Money back guarantees
- Objection-reducing info (i.e. no credit card needed to get started)
- Important benefits (i.e. free 2-day shipping)
Copyblogger calls these “click triggers.” And while they’re not always necessary, sometimes they can really improve CTRs.
7. They’re impossible to miss
Even if you’ve crafted compelling CTA copy, it won’t matter if nobody sees your button. That’s why you need to make sure your button is impossible to miss. It should be large enough to see from a distance, but not so large that it looks obnoxious on the page.
If you’re not sure if your button’s big enough, put it through this test: Pull it up on your computer, then walk to the other side of the room (about 10-15 feet away). You should be able to easily see button from there. If you can’t, you need to make it bigger.
8. They use a contrasting color
Designers and marketers always seem to be looking for the highest converting color, but there’s no universal color that’s best for conversions. People are more likely to notice (and remember) something that stands out from everything else around it.
The CTA button color that really grabs people’s attention is the one that contrasts from the color scheme of the rest of the page (while still fitting in with the overall color palette).
Examples of contrasting CTA buttons
9. They’re easy to find
If your visitor is ready to take the next step, they shouldn’t have to hunt to find your CTA button. It should be placed where your users are going to look next—in the most obvious place, they would expect it to be.
Never make your users backtrack in order to find your CTA. Follow the natural user flow. If your visitor is filling out a form or reading product information, the CTA button should be right below the content they’re interacting with.
This might seem obvious, but a lot of sites make this mistake. Even Apple places their CTA in a non-obvious location:
On longer pages where a lot of the information, you should add CTA buttons above the fold and at the bottom of the page. And depending on page length, you should also spread them throughout your content.
10. They don’t compete with other CTAs
People areless likely to take action when they’re presented with more choices. Psychologists call this choice overload.
The process of understanding all the information, evaluating the options, and comparing them against each other takes so much mental effort that it’s easier to just choose nothing and move on to something else.
The worst thing you can do is make your CTAs compete against each other for attention.
Ask yourself: what’s the #1 most important action I want people to take on this page?
The way you address the answer to this question will be different depending on the kind of page you’re designing for.
If you’re designing a landing page
Your motto should be “one page, one purpose.” Focus on getting users to take one specific action.
If you need to offer multiple CTAs
Sometimes you’ll have to include more than one CTA button on a webpage. For example, your homepage might have one button for signing up, and another button for signing in.
If you need to offer the user multiple things they can do, you should still guide them to the thing they should do — the most important task on the page.
Persuasive CTA buttons are prioritized. Use visual hierarchy to give weight to the most important conversion pathway. Your main CTA should always be the most visually striking while the others should be less attention grabbing.
11. They get tested and optimized regularly
People always ask: what’s a good conversion rate? Here’s Peep Laja response:
A good conversion rate is better than what you had last month
The only way to make sure your CTA buttons are as persuasive as possible is to test them regularly. Try changing the copy, size, color, placement, and style of your buttons. Even small changes can have a big impact.
A/B testing will tell you what works better, user testing will tell you why.
Making a CTA button is easy, but it takes skill to design a persuasive CTA that grabs people’s attention and compels them to click. If you’d like to learn more about how to do it, check out the resources below:
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About the author:Spencer Lanoue is a former marketer at UserTesting, where he helped UX designers, PMs, and marketers make things people want. Follow him at @slanoue.
You could write the most effective, emotional, efficient copy for your printed marketing media, and it wouldn’t amount to anything if a call to action wasn’t clearly defined.
In written advertising, a call to action (by definition) is an imperative sentence that instructs the reader to perform a task. They’re absolutely crucial because once you’ve hooked your audience on your brand, they need to know what steps to take in order to obtain your product or service. Good call to action phrases act like a trail of breadcrumbs leading potential customers directly to your business.
Know your audience’s needs
Before you can begin writing your call to action, you have to understand what you can offer your audience and more importantly, why they need it in the first place. The best practices for accomplishing this are to identify a problem your audience can relate to and position your brand as a solution to that problem. This makes the call to action more enticing to the audience because it gives them a reason to follow your instructions.
This flyer begins by offering a benefit (a happy reaction from your mother) and follows up with a call to action: “Send us her photo.” Photo Credit: LeighAnn Loftus
A call to action is only as powerful as the surrounding copy. If your copy doesn’t tell the audience exactly how they can benefit from using your brand in a clear and engaging way, they won’t even care about the call to action.
Use actionable verbs and phrases
Almost every call to action includes a verb–but some verbs are stronger than others. Action words and phrases compel the reader to perform a task, which is the entire point of a call to action to begin with. Actionable verbs are ones that can actually be carried out by a person in a literal sense.
Good: “Call us today for a free sample” – this is actionable because “call” is a verb that can be carried out by a person.
Bad: “Give us a call for a free sample” – although “give” would normally be actionable, in this case what you’re giving is not a tangible object. You can’t literally hand someone a phone call.
Clarity is crucial
A call to action is only effective if it’s clearly understood by the audience. For starters, the font should be bold and easy to read, so avoid small or overly fancy fonts.
More importantly, the message itself should be easily understood. A clear message spells out exactly what the audience should do and how it will benefit them. Write your call to action using simple language-avoid jargon or confusing terms.
Here’s an example:
Good: “Visit our website! “
Bad: “Point your web browser towards our home page.”
The call to action here is quick and to the point: “ENTER NOW” and a corresponding URL. Photo Credit: Jennie Myers
Make the action as easy as possible
The reader should be able to go directly from the call to action to performing the task itself, so make sure he has everything he need to follow up. For example, if you want them to call, provide a phone number.
However, you also have to consider what kind of phone number you use and if it presents any other problems to your customer. For example, a customer is more willing to call a local number or a toll-free number than a long-distance number.
If you want your customer to visit your website, provide an address. However, if you also provide a QR code, then customers with smart phones or tablet devices can immediately visit your site without having to type an address.
If your goal is for your audience to visit your website, make sure to include a clear and noticeable URL, such as the one on this flyer. Photo Credit: Veronica Varetsa
Obviously you’d provide an address if you want the customer to visit your location, but providing an actual map of your location helps to ensure you won’t miss a sale because the customer lost his way. Better yet, also provide a QR code with Google Map directions to make it even easier.
Writing a call to action is more effective when the audience is only being asked to complete one task. Multiple phrases asking the audience to perform different tasks can be confusing and audiences can loose interest when they think there is a lot of work involved.
However, if you have to have multiple calls to action, make sure one is clearly dominant while the others are just there to work towards the main goal.
This flyer has multiple examples of calls to action, but one dominates the others: “Buy at Fine Retail Stores.” Photo Credit: Fran Linden
For example, the end goal may be to have customers sign up for a free consultation, but they might have multiple options for doing so. By using both “Call us to sign up for a free consultation” and “Visit our website and sign up for a free consultation” in your copy it makes it clear to the audience that signing up is the most important action.
A better way to achieve this would be to eliminate the other calls to action altogether. “Sign up for a free consultation by phone or on our website” is much clearer.
Often times your end goal (making a sale/converting a customer) takes a few steps to accomplish. Your call to action should guide the customer towards the next natural step he or she needs to accomplish in order to get to the end goal.
Create a sense of urgency
A time limitation makes your calls to action a bit stronger because it adds a sense of urgency. However this doesn’t have to be a strict measurement of time, just a general feeling of importance.
Good: “Call us today” – This call to action gives the audience a firm measurement of time to work with and creates a sense of importance.
Good: “Call now” – This is even more urgent and implies the offer may not last forever (even if that’s not the case.) The audience understands the importance of calling soon.
Bad: “Call anytime” – This implies that the offer is always available and that there’s no need to call immediately, which makes it more likely that the audience will forget to call completely.
If your offer does have limitations, make sure this is clearly outlined in your call to action. For example “Call now, supplies are limited” or “Call now to take advantage of this limited-time offer.”
A sense of urgency helps to make your call to action (such as the one on this flyer) more persuasive. Photo Credit: Darren @ Mass Appeal Designs
Answer the reader’s questions
Customers want to know what will happen if they follow your call to action and how doing so will benefit them. Many people in your audience will be skeptical to follow your instructions unless they’re given more information on what happens after doing so.
For example, “Call us today” is not as strong as “Call us today and we’ll help you save money on your heating bills.” The latter tells the audience exactly what will result by following the call to action.
Quell your reader’s fears
Call to action phrases can be used to help your audience get over any opposition they may have. Identify and demolish any misgivings your audience may feel towards your brand and add statements that provide reassurance.
For example, a reader may not want to call because they’re afraid of being sucked into a long sales pitch. Therefore, you might say something like “Call now and in less than five minutes you can get a great deal on your insurance.”
Provide as many details about the process as possible, including any limitations your offer might carry. Walk the reader through the process of what to expect when they follow your call to action. When they do follow your instructions and the results are what you promised, you will have gained their trust and hopefully their future business.
Make an offer they can’t refuse
Sometimes a special offer can go a long way towards convincing skeptical audience members to follow your call to action. This might be a free gift, guarantee, special discount or other incentives to sweeten the deal.
“Order today and get half-off the cost of shipping.”
“Call now and ask about our buy-one, get one offer.”
“Sign up for our mailing list to receive special member coupons.”
Be upfront in your call to action if there are any limitations to your offer, such as a time limit or per-customer limit.
The fact that buyers can ‘save over $700’ makes the call to action on this flyer especially persuasive. Photo Credit: Mike Greenwald
Just like any message you want to drive home, repetition makes your call to action more effective. Repeat your call to action several different ways and in different areas to make sure the message is clear.
Take a look at these examples:
“Visit us at the corner of Main and Maple to receive a free quote”
“Come to our downtown location for your free quote”
“Ask for your free quote at our Main and Maple location.”
“Drive downtown today for your free quote.”
If your marketing materials have multiple pages, then every page should contain a repetition of the call to action. That way, the customer doesn’t have to go searching around to find out what to do when he or she is ready to take the next step.
Use colors and graphics
A call to action is more effective when it stands out from the rest of your design. Try using a contrasting font color to make the call to action pop. Red is an effective call to action color because it’s bright and creates a sense of urgency, but you can use any distinctive color that matches your design.
The bright red color helps this mailer’s call to action really stand out. Photo Credit: Burton Creative
You can also use graphics like an arrow or bullet point to help draw the eye towards your call to action. However, be careful that you don’t go overboard-graphics should enhance the call to action, not overshadow it.
Leave white space
When designing the layout of your printed materials, make sure not to overcrowd your call to action. Leave plenty of white space to allow it to stand out better on the page. This allows your call to action to be easily read when scanning the page for information.
A call to action should usually be sightly larger than the surrounding paragraph text so that readers recognize it as something separate. This also makes it easier to scan and read. People don’t always take action right away; a large call to action ensures that they will find it easily if they look at the ad later.
You should aim for a 20% increase in font size between your call to action phrases and the rest of your copy. That of course means the font size used for the body paragraphs, not the headlines.
When the customer actually does follow through on your call to action, what happens next? It’s your responsibility to make sure that when they follow your instructions, it’s easy for them to follow the next step towards a sale or conversion.
And the next step.
And so on.
For example, if you ask them to call your office, make sure someone is on the other end waiting to take their call and to explain the next step of the process. If the office is closed, there should be an automated message that explains the process and gives the customer instructions on when to call back.
Whenever a customer does follow your call to action, track your success. Figure out which ones are getting positive responses and which ones are having difficulty attracting new customers. Then adjust your marketing strategy accordingly.
Practice makes perfect, and your best call to action ideas will likely come to you after you’ve become more familiar with the process. Take the time to perform writing exercises, coming up with different ways to instruct your audience and drive them towards your brand’s end goal.
What sort of calls to action do you find to be effective in your printed material? What calls to action have you yourself acted upon in the past? Here’s a call to action for you: share your responses, tips and examples in the comments!
Posted in Copywriting