Call to Action Buttons: 5 Psychology tips to increase conversion 

call-to-actions

What are call to action buttons?

When designing an interface, one of the main goals of the designer, is to ensure that the end user is able to clearly understand what they should do next and where each click will lead them. Call to action buttons are essential to this dynamic, as these buttons are what guide the user through the interface.

The very name of the button, call to action, states there is a necessity for the person engaging with the interface to be stimulated to perform a task. In this case, the designer wants the user to press a button: to make it more enticing so that more visitors will convert. Therefore, your call-to-action buttons should be usable, but they also need to be actively persuasive to encourage more clicks and higher conversion.

Do they really make a difference?

Call to action buttons are the biggest A/B tests run by businesses (they make up around 30% of all tests). The difference between a poor and a great CTA can be anything from a few percent to a few hundred percent and more!

The internet is full of examples of how successful a good CTA can be. Take a look at Which Test Won for some great examples that you can interact with and test your own predictions of which CTA converted better.

So, let’s take a quick look at how we can make these buttons more enticing.

Psychology tips to increase conversion

1 Colour psychology

Colour plays a very important role in determining the pull of your button. The colour you choose can determine who clicks, how many times they click, and how quickly they click.

colour_psychology

For example:

– Females tend to prefer the colours purple, green and blue, while men tend to prefer blue green and black

– Blue is a colour considered to build trust while yellow tends to signify a warning.

These signifiers and others should be taken into account when designing CTA buttons to ensure the right audience is drawn to ‘click’. Not only is it important to choose the right colour, but to ensure that the entire page or interface is aesthetically pleasing. Consider the background colour of your template to ensure colours don’t clash and your button isn’t lost in the background.

2 Placement psychology 

You want your call to action button to stand out on the page, otherwise it will get lost amongst other elements and suffer from less clicks. If your button has an important message, ensure that it is positioned where it will stand out.

You also want your users to understand what happens when they click on your button. It can be a good idea to introduce your button with accompanying short text to support why the user should click it, what are the benefits for them?

Spotify

 

3 Visual psychology

The shape and overall design of the button is where one can get creative, but it is good to keep in mind particular ideas that could add to the ‘clickability’ of the button.

Take into consideration the following:

People like curves. It has been found that rounded corners draw attention to the inside of the button, whereas square edges draw attention away from the centre. Neuro-aesthetics researchers have found that people prefer rounded shapes and these shapes actually cause more activity in the visual cortex (Bar, M., & Neta, M. (2006). Humans prefer curved visual objects. Psychological Science, 17(8), 645-648).

Size = Importance. The size of the button should be determined by how important that particular action is to be carried out.

 

4 Wording psychology

The importance of the message plays a huge part in determining the design of the button. In an increasingly fast paced society, the concept of reading long text becomes less and less appealing. As a result, one wants to ensure that the call to action button is as specific as possible, and gets the message across in the shortest amount of time.

How do we do that?

Be specific. Consider what you want the user to do and use a command to describe the button. For example, buy, watch, download etc. However, take note that some of the bigger conversions come from using less generic and more specific phrases, such as the one below.

CTA-button-test-1

image source

Keep it simple. Professionalism doesn’t necessarily mean big words and difficult commands. Simple commands make it easy for the user to know what to do and what comes next and allows for a smooth transition through the interface.

Clarity. If necessary, include a simple message on the button to clarify any ambiguity that may be there from the command. Through simplicity is important, clarity is essential.

Speak the users language. The larger increases in conversion come from analyzing what your customers really need. In user research we recommend listening to the language they themselves use to explore their mental model and what resonates with them.

Free is one of the biggest persuaders to motivate action so if your service is free or has a free trial, make it obvious for the user to see.

 

5 Emotional psychology

It is important to keep in mind the emotions you want your end user to feel while scrolling through your interface. Whether it be a sense of urgency, pity or excitement, you want to give them a reason to click on your button. Think about what calls you to action and why. Why did you buy those shoes on the internet? Was it because they were on a one day sale, or because they were only available online? Our minds are triggered into action by emotions as well as a perceived sense of need to perform an action. With your button, you have the opportunity to develop a sense of need or create a sense of urgency or desire to take your users to the next step.

Twitter

As humans, we’re pre-programmed to respond to images. They draw us in emotionally. The images you use alongside your CTA can play a huge role in creating the right emotion to engage users and increase uplifts.

 

Example: Basecamp

Basecamp use several techniques to increase the psychological pull of their CTA.

basecamp

Concise explanation with benefits, written in the user’s language (note the informality which makes for a friendly tone of voice), ‘Basecamp helps you wrangle people with different roles, responsibilities and objectives toward a common goal: Finishing a project together’.

– Social Proof to further persuade visitors to sign up. Social proof is evidence of other people using the service, in this case, the ‘4,869 companies signed up to use Basecamp just last week’.

Free. Yes they utilise the power of the word ‘free’ within their CTA.

Specific wording. Note how they could have just used generic ‘Sign up’ wording but they chose to go with a much more personal feel ‘Use Basecamp free for 2 months – it’s on us’. Did you spot the reciprocity there too? The way they bring out the ‘it’s on us’ makes it feel like they’re doing you a favour, psychologically when someone does something for you, you’re much more likely to reciprocate.

 

The exciting part!

Now that we’ve taken you through a number of techniques and examples to show how you can increase your conversion using effective CTAs, there’s just one thing left for you to do, and that’s to try a few of these on your own designs.

We’d love to hear how you get on and if you need any advice or have any questions, we’re always happy to help.

Need help or advice?

If you’re curious about any of the above and how ux can help you to create a more successful product, contact our experts for free, friendly, no-ties advice.

Other posts you may find interesting:

A psychological explanation of why consumers love colour choice
Using the Pareto Principle to improve your user experience

A psychological explanation of why consumers love colour choice

iphone5c colours

Whenever colour choice is discussed with consumers, we have always seen a positive reaction

Apple have finally done it with the iPhone 5C! They’ve launched coloured handsets in keeping with their other famously colourful products. Will consumers like coloured phones? Will they appeal to the mainstream user?

For those of you who follow @usabilitygal on Twitter or have spoken to Lisa in the past, you’ll know that for years she’s been championing colour choice in mobile handsets and it’s been a bug bear that there is so little choice for consumers other than boring, dull colours such as black, dark grey, navy and white. Most people disagreed, their explanation being that a wide variety of colourful cases was all that consumers needed. Sell mobiles in monochrome colours and let people pimp them up if they so desired.

Unfortunately, this limited viewpoint relies on the consumer at the point of purchase having the imagination to envisage each mobile in a colourful case that they haven’t yet even begun to think about. Therefore, one of the major purchase factors is in fact colour.

We’ve conducted hundreds of research interviews and usability tests with mobile users which is why we’ve always been champions of colour choice and personalisation. That’s not to say that you should let people have free reign, people need boundaries and limits otherwise we’ll just see a repeat of MySpace in the 90s all over again!

Whenever colour choice is discussed with consumers, we have always seen a positive reaction, particularly with the female market. We feel that the female consumer has been hugely overlooked in the tech world and unless more women take board positions within tech companies, the only way companies will be able to adapt to the female consumers needs is to listen to them. Simply, conduct research.

So, why is having the choice to personalise a design through the use of colour so appealing to people?

Extension of the self

When people buy products that will be shown and used in public, there is an added social acceptance dimension in the purchase decision – what will other people think? This is where it becomes more difficult to predict human behaviour. People have a multitude of reasons for why they buy something, and if that product is both a high purchase price and something that a wide variety of people in both their current and future social circles will see, the decision becomes more complex, weighty and important.

The mobile becomes a reflection of you, your status in life, your personality, your desires… Knowing this, people will often choose a product that is not a reflection of who they are currently, but who they want to be in the future. It becomes a status symbol of their future self.

Colour helps this expression of themselves as we know through the many articles that have been written on colour psychology – is your personality a bold, confident red or a friendly, reserved blue? Are you a blue but want others to see you as a red so you purchase a red product? Whatever the reasons, people like a choice of colour and are often conscious of what that choice indicates to others about them.

Increased emotional attachment

Admit it, you have an emotional attachment to your mobile don’t you? Most people admit to feeling like a piece of them is missing when they are without their mobile. Increased personalisation increases the amount of human-device attachment that a person experiences. It becomes an expression and extension of themselves which brings with it an increased emotional bond.

Fun

Quite simply, having a colourful phone is more fun! Who wants to look at boring black all day long? Bring on bold, bright colours that make you feel alive, energetic, playful and happy 🙂

Choice and increased control

iyengar jam

Who doesn’t love choice! In studies it’s been shown that people love choice, well, they say they love choice ‘the more options the better!’ however in practise this isn’t the case at all. Famous studies that demonstrate the paradox of choice, such as, the jam experiment by Iyengar, prove that when given too much choice people actually don’t make a choice at all. Why? The crux of the issue is that people fear making the wrong choice. Lots of choices puts a lot of demand on the person to weigh up each choice, it’s pros, it’s cons, the implications of making the wrong choice, how they’ll feel if their choice is the wrong one, etc. Given a few choices, people are more likely to make a purchase, will feel more confident about their decision and happier afterwards.

Choice equals more control and a greater feeling of power. Providing more colours for the iPhone 5C is giving more control back to the consumer.

Need help or advice?

If you’d like to know more about UX and how it can help you to create a more successful product, contact our UX experts for free, friendly, no-ties advice.

Other posts you may find interesting:

Understanding the user-centred approach to accessibility
Call to Action Buttons: 5 Psychology tips to increase conversion