Editors note: Effectiveness and efficiency two holy grails for all content marketing are particularly important for calls to action (CTA), as theyre conversion points. In this post for the Content Marketing Institute, Mark Sherbin tells us the three types of CTAs and four ways to implement them.
Great content converts. Youre a compelling writer. You share useful information. You get all kinds of traffic through your content marketing channels.
So why arent you converting more of those leads?
Creating valuable content takes a lot of time, effort, and brainpower. But your content must do more than simply inform. It must clarify the next step.
A call to action (CTA) is the critical part of your content marketing. Its the trigger that leads the visitor to engage in a meaningful next step with your organization whether that step is engaging the audience in the comments, finding more content, or buying your product or service.
Most of us understand that CTAs are essential for content marketing. But the best way to frame our calls to action isnt always clear. To complicate matters (in a good way), the rise of behavioral targeting offers new, more effective ways to engage prospects using dynamic calls to action.
Weaving a call to action into your content marketing follows a different (although related) formula than your typical website content. What are the different types of CTAs content marketers can use?
The three tiers of CTAs
To simplify how we approach the call to action, it makes sense to categorize the different types according to what they accomplish. Brafton, a content marketing agency out of Boston, separates CTAs into three distinct tiers, with an emphasis on making the spectrum of calls to action on any given page relevant to the content itself. They use the approach for consulting clients, as well as on their own website.
Tier 1: Soliciting the sale
According to Katherine Griwert, head of marketing content & communications for Brafton, The first tier for CTAs is the commercially focused Buy Now command, which should be responsive to what the intended reader is likely interested in buying. This is the link that takes your visitor from the content to the next step in forming a business relationship or making the sale.
American Express OPEN Forum offers a strong look at how user-generated content can power enterprise content marketing. Accompanying the typical top navigation to sift through content is a clear call to action: Apply for a Card.
The second tier for CTAs catches visitors while theyre considering your company, product, or service. Many of us use these commands to collect email addresses through newsletter sign-up, white paper download forms, and other lead-gen tactics. For instance, a blog post on a topic your brand has covered in depth in a white paper presents the perfect opportunity to invite visitors to download the related long-form content.
Even a page focused on selling might be a good place for a related call to action. Problogger, for example, sells its book Secrets for Blogging Your Way to a Six-Figure Income through a microsite associated with the blog itself. To the right of the page, Problogger asks visitors that arent ready to purchase the book to join the websites email list in the meantime.
Third-tier CTAs may point to other onsite content or encourage the visitor to post a comment anything that takes your prospect deeper into your brand and its expertise.
Some of the time, we place these calls to action in the content itself. For example, a hyperlink in a blog post to related information on your site is a good example of a third-tier CTA. If a prospect navigates to a landing page to download an eBook, the site may point to a webinar covering similar content, in case the visitor prefers interactive content.
Each tier plays its role. Implementing them follows a four-step process.
Four steps to using CTAs in content marketing
Content marketers should always follow rigorous guidelines for implementing calls to actionwhether they plan to weave hyperlinks into their content or develop buttons or banners.
Step 1: Write copy that gets specific, touts benefits, and uses keywords.
Actionable, specific language is the most important part of writing your call-to-action copy. For example, a specific CTA might mention the number of pages in an eBook or the length of a webinar.
CTAs also resonate better when they highlight the benefit to the audience. If youre encouraging a demo or conversation with the sales team, tell audience members what they get out of it. For a soft sell like a newsletter sign-up, lead with Stay Up to Date on Industry News or another benefit-oriented line. If you sell productivity software, your Buy Now command may look something like Click to Save 5 Hours a Week.
Productivity software developer Evernote features a benefit-led call to action on its blog. In the upper right corner, the CTA explains that members can Get the story behind Evernotes technology by clicking on the badge.
CTA buttons and banners should stand out through contrasting colors but which colors you use may be less important than you think.
Someone once told me, Ive never not clicked a call to action because it was deep purple instead of bright blue, Katherine Griwert of Brafton explains. Content marketers should consider other design priorities, like using brand-appropriate colors or creating a recognizable custom icon to pair with your CTAs.
Created by LOreal, Makeup.com exemplifies an eye-catching color contrast. The site itself is full of vibrant colors that work well for a makeup website. But in the lower corner of the fold, you find a CTA pointing to Giorgio Armani foundation a product from one of LOreals makeup brands. The black box contrasts well against the whites and pastels of other content.
User-friendliness is also a factor. If a visitor clicks on a CTA, shallow navigation and a simple path from start to finish increase the likelihood that the visitor will complete the desired action. In the Makeup.com example, clicking the advertisement leads you immediately to a related product page, simplifying the path to the purchase.
Make sure your call to action has room to breathe. A CTA jammed between layers of other content wont do you any favors. Make it pop, ensuring visitors know exactly how to take action.
Step 3: Weigh your CTAs and prioritize them.
Assuming your Buy Now command is your most important isnt always correct. Your highest priority CTA should be paired with the content, depending on where your prospect is in the sales process.
For example, if your visitor reads an introductory blog post, chances are they are unfamiliar with your brand and not quite ready to buy. The CTA should point them towards more advanced content instead of the contact page or shopping cart.
Organize business goals and identify success metrics. Use quarterly goals to prioritize CTAs for pages that lack simple ways to identify the audience (like your home page or about section). The placement of your CTAs depends on how you prioritize them.
Step 4: Place the most important CTAs in the upper right hand corner, above the fold.
According to Katherine, industry benchmarks say the upper right corner of the screen is where CTAs perform more effectively. The majority of your calls to action should fit above the fold. Placement on the page should reflect the hierarchy of your business goals.
Copyblogger, for instance, prominently features a lead-gen CTA in the top right corner of its blog, asking readers to sign up for its email newsletter.
While its generally best to follow these concepts, testing audience responsiveness regularly is still the best way to figure out what works and what doesnt. Other great places to insert CTAs include:
- At the end of the article
- Within the content itself, as long as it doesnt interrupt the flow
- In a right-hand sidebar
- On a top banner
How does your organization develop CTAs? Share your strategies with us in the comments.