You have figured out a way to get traffic to your website or landing pages through online lead generation, now you need to find that magic formula that will provide you with through-the-roof conversion rates. Guess what? There is no magic formula.
Converting visitors – even those that are highly qualified leads – is part of your overall marketing strategy that, like everything else, requires effort.
If only it were as easy as putting a particular phrase on your landing page or making a “buy now” button a certain color, and everyone who saw it would instantly be compelling to buy, buy, buy. There are aspects of your website design that can be instantly compelling, but the results they achieve are usually in regard to instantly compelling your visitors to continue reading your content or move along to another site that is more appealing, engaging, or interesting than yours.
Statistically, when an internet surfer reaches your landing page, you have about 4 to 7 seconds to keep them on that page. What this means in the most basic and logical sense is that your “above the fold” content has to be out-of-this-world. If the first few pieces of content on your page don’t immediately grab their attention, your visitors will quickly lose interest. This applies even if they are targeted prospects or qualified leads. People using the Internet to obtain information or make purchases still make decisions that are measured in seconds, because of the immediacy that the Internet provides.
But does a call to action above the fold really make that much of a difference in conversion rates? Some Internet bloggers and so-called experts claim that above-the-fold content has no bearing on conversion rates, while others will vehemently insist that if your important content and calls to action are not above the fold, you’re losing leads, prospects, and sales with every passing second.
In an article titled The “Above the Fold” Myth Debunked, Eugen Oprea discusses some specific examples where CTAs were placed below the fold and resulted in increased conversion rates. He claims that the fold doesn’t matter because people know how to scroll. Yes, and people know how to stop at stop signs, not beat their wives and children, avoid using illicit drugs, eat healthy, balance their checkbooks, flush the toilet when they’re finished going to the bathroom, wash their hands before eating, and stay below the posted speed limit when driving, but that doesn’t mean they do it.
The majority of people searching for something on the internet determine their interest in a page by what is visible on the screen when the page loads, meaning what they see “above the fold.” Just because someone CAN scroll definitely does not mean that they WILL scroll (and more often than not, they don’t).
Eugen Oprea’s article also refers to what he calls “the cloud box,” that annoying floating advertisement that follows you down the side (or middle, even worse!) of the page when you DO decide to scroll for a second or two. He claims this is wildly successful in terms of getting more leads and generating more interest. In my opinion, it is wildly off-putting because it’s just more crap in the page that I have to look at while I’m trying to look at the content I came to the page for.
Eugen’s article page also displays a “sign up” window of some kind at some point during your viewing, and it is incredibly deceptive – there are no “X” boxes in the corners or a “no thanks” button or any apparent way to get rid of the window without signing up for whatever it was pitching…I didn’t bother reading it…but if you click outside the window, it goes away; good thing, too, ’cause when it appeared I was ready to “X” the entire browser tab to get rid of it.
KISSmetrics, a respected source for all things SEO and marketing related, also claims that calls to action above the fold have no bearing on conversion rates. However, unlike Eugen Oprea, they qualify this statement by saying that placing your call to action above the fold is irrelevant IF your content is totally awesome (i.e., appealing enough to make the site visitor want to continue reading below the fold). KISSmetrics actually claims that the fold has no bearing at all on conversions, whether CTAs are above or below it.
A study to determine fold placement for CTA success reported that long-copy content detailing the value and benefits of what is being marketed to the site visitor is actually what makes or breaks the visitor’s decision to stay on the page, keep reading below the fold, and activate a call to action at the bottom of the page.
An Unbounce study on landing page call-to-action placement determined that there are actually several different ways you can locate a CTA on your landing page and they can have varying effects on conversion depending on how you lead your site visitor to the finish line. (They are, however, also advocates of the “people WILL scroll” school of thought, despite the fact that studies have determined that less than 20% of site visitors will scroll.)
Despite these examples that claim either that the fold doesn’t matter or that below the fold calls to action are either just as successful or more successful than above the fold CTAs, other industry and marketing analysts say otherwise. An older article on DemandGenReport.com says that above-the-fold CTAs increase conversion rates exponentially. A Boostability article says that a call to action is a “must have” for content above the fold to generate more leads and conversions.
There are many, many more examples of marketing articles and information that support above-the-fold calls to action as the most appropriate location to generate better leads and increase your conversion rates. Ultimately, the choice of placement is left in your hands. Regardless of whether you decide to go above or below the fold with your calls to action, always make sure you have high quality, original, and appealing content to attract and keep your visitors’ attention. If you lose that, you’ve already lost the potential conversion, no matter what you are marketing.