In Influence: The Psychology of Persuasion, Robert B. Cialdini, a respected social scientist and specialist in the area of compliance psychology, says that “… automatic, stereotyped behavior is prevalent in much of human action …”
He cites an experiment by Harvard social psychologist Ellen Langer, where you can see this concept in action. Langer approached people waiting in line to use a copy machine and asked, “Excuse me, I have five pages. May I use the Xerox machine?” About 60% said “yes.”
Under similar circumstances, she did the same thing, but instead …

Most Internet surfers are constantly subjected to a barrage of promotional messages and advertising. As a basic defense mechanism, they tune out most hype. Perhaps you have to be somewhat crass to get them to your landing page.
Once visitors end up on your landing page, stop screaming at them. You’re no longer competing for their attention with other Web sites, so change the focus to the task they’re trying to accomplish.
Your visitors detest marketese. Unfortunately, your landing page was probably written in this kind of over-the-top promotional style. …read more …