Published in The New York Times.
TODD RUTHERFORD was 7 years old when he first understood the nature of supply and demand. He was with a bunch of other boys, one of whom showed off a copy of Playboy to giggles and intense interest. Todd bought the magazine for $5, tore out the racy pictures and resold them to his chums for a buck apiece. He made $20 before his father shut him down a few hours later.
A few years ago, Mr. Rutherford, then in his mid-30s, had another flash of illumination about how scarcity opens the door to opportunity.
He was part of the marketing department of a company that provided services to self-published writers — services that included persuading traditional media and blogs to review the books. It was uphill work. He could churn out press releases all day long, trying to be noticed, but there is only so much space for the umpteenth vampire novel or yet another self-improvement manifesto or one more homespun recollection of times gone by. There were not enough reviewers to go around.
Suddenly it hit him. Instead of trying to cajole others to review a client’s work, why not cut out the middleman and write the review himself? Then it would say exactly what the client wanted — that it was a terrific book. A shattering novel. A classic memoir. Will change your life. Lyrical and gripping, Stunning and compelling. Or words to that effect.
In the fall of 2010, Mr. Rutherford started a Web site,GettingBookReviews.com. At first, he advertised that he would review a book for $99. But some clients wanted a chorus proclaiming their excellence. So, for $499, Mr. Rutherford would do 20 online reviews. A few people needed a whole orchestra. For $999, he would do 50.
There were immediate complaints in online forums that the service was violating the sacred arm’s-length relationship between reviewer and author. But there were also orders, a lot of them. Before he knew it, he was taking in $28,000 a month.
A polite fellow with a rakish goatee and an entrepreneurial bent, Mr. Rutherford has been on the edges of publishing for most of his career. Before working for the self-publishing house, he owned a distributor of inspirational books. Before that, he was sales manager for a religious publishing house. Nothing ever quite worked out as well as he hoped. With the reviews business, though, “it was like I hit the mother lode.”
Reviews by ordinary people have become an essential mechanism for selling almost anything online; they are used for resorts, dermatologists, neighborhood restaurants, high-fashion boutiques, churches, parks, astrologers and healers — not to mention products like garbage pails, tweezers, spa slippers and cases for tablet computers. In many situations, these reviews are supplanting the marketing department, the press agent, advertisements, word of mouth and the professional critique.
But not just any kind of review will do. They have to be somewhere between enthusiastic and ecstatic.
“The wheels of online commerce run on positive reviews,” said Bing Liu, a data-mining expert at the University of Illinois, Chicago, whose 2008 research showed that 60 percent of the millions of product reviews on Amazon are five stars and an additional 20 percent are four stars. “But almost no one wants to write five-star reviews, so many of them have to be created.”
Consumer reviews are powerful because, unlike old-style advertising and marketing, they offer the illusion of truth. They purport to be testimonials of real people, even though some are bought and sold just like everything else on the commercial Internet.
Mr. Liu estimates that about one-third of all consumer reviews on the Internet are fake. Yet it is all but impossible to tell when reviews were written by the marketers or retailers (or by the authors themselves under pseudonyms), by customers (who might get a deal from a merchant for giving a good score) or by a hired third-party service.
The Federal Trade Commission has issued guidelines stating that all online endorsements need to make clear when there is a financial relationship, but enforcement has been minimal and there has been a lot of confusion in the blogosphere over how this affects traditional book reviews.
The tale of GettingBookReviews.com, which commissioned 4,531 reviews in its brief existence, is a story of a vast but hidden corner of the Internet, where Potemkin villages bursting with ardor arise overnight. At the same time, it shows how the book world is being transformed by the surging popularity of electronic self-publishing.
For decades a largely stagnant industry controlled from New York, book publishing is fragmenting and changing at high speed. Twenty percent of Amazon’s top-selling e-books are self-published. They do not get to the top without adulation, lots and lots of it.
Mr. Rutherford’s insight was that reviews had lost their traditional function. They were no longer there to evaluate the book or even to describe it but simply to vouch for its credibility, the way doctors put their diplomas on examination room walls. A reader hears about a book because an author is promoting it, and then checks it out on Amazon. The reader sees favorable reviews and is reassured that he is not wasting his time.
“I was creating reviews that pointed out the positive things, not the negative things,” Mr. Rutherford said. “These were marketing reviews, not editorial reviews.”
In essence, they were blurbs, the little puffs on the backs of books in the old days, when all books were physical objects and sold in stores. No one took blurbs very seriously, but books looked naked without them.
One of Mr. Rutherford’s clients, who confidently commissioned hundreds of reviews and didn’t even require them to be favorable, subsequently became a best seller. This is proof, Mr. Rutherford said, that his notion was correct. Attention, despite being contrived, draws more attention.
The system is enough to make you a little skeptical, which is where Mr. Rutherford finds himself. He is now suspicious of all online reviews — of books or anything else. “When there are 20 positive and one negative, I’m going to go with the negative,” he said. “I’m jaded.”
Trainloads of Books
“If there was anything the human race had a sufficiency of, a sufficiency and a surfeit, it was books,” the New Yorker writer Joseph Mitchell wrote in 1964. He reflected on “the cataracts of books, the Niagaras of books, the rushing rivers of books, the oceans of books, the tons and truckloads and trainloads of books that were pouring off the presses of the world at that moment,” regretting that so few would be “worth picking up and looking at, let alone reading.”
Since then, the pace of production has picked up quite a bit, although it is debatable whether Mr. Mitchell, who died in 1996, would be any more impressed by the quality. There has been a boom in what used to be called vanity publishers, which can efficiently produce physical copies that look just as good as anything from the traditional New York houses. But an even bigger factor is the explosion in electronic publishing. It used to take the same time to produce a book that it does to produce a baby. Now it takes about as long as boiling an egg.
In 2006, before Amazon supercharged electronic publishing with the Kindle, 51,237 self-published titles appeared as physical books, according to the data company Bowker. Last year, Bowker estimates that more than 300,000 self-published titles were issued in either print or digital form.
“I don’t know how many people have a book in them trying to get out, but if they do, all the barriers are being removed,” said Kelly Gallagher, vice president of Bowker Market Research. “This is a golden age of being able to make yourself more widely known.”
In theory, at least, good reviews are proof that a writer is finding his or her way, establishing an audience and has something worthwhile to say. So as soon as new authors confront that imperative line on their Amazon pages — “Be the first to review this item” — the temptation is great for them to start soliciting notices, at first among those closest at hand: family, friends and acquaintances. They want to be told how great they are.
“Nearly all human beings have unrealistically positive self-regard,” said Robert I. Sutton, a Stanford professor and the author of several traditionally published books on business psychology. “When people tell us we’re not as great as we thought we were, we don’t like it. Anything less than a five-star review is an attack.”
Mr. Sutton’s best-known book, about bullies in the workplace, had 110 five-star reviews on Amazon late last week, none of which he paid for but a few of which he says he solicited. He once asked his wife to review one of his books. To his disappointment, she refused.
Mr. Rutherford’s customers faced no such setbacks. Mark Husson, author of “LoveScopes: What Astrology Knows About You and the Ones You Love,” wrote in an online testimonial about GettingBookReviews.com that “my review was more thorough than I expected. I wanted to go back out and buy my own book.” On Amazon, “LoveScopes” had 70 reviews, 65 of which were five-star.
Peter Biadasz, a writer here in Tulsa, hired GettingBookReviews when he published “Write Your First Book.” As a writing coach, he knows all about how writers obsess over bad reviews. “Nobody likes to hear their baby’s ugly,” he said. Still, he added: “I know the flaws in my book. I know my baby’s not perfect.”
But it is perfect, according to all 18 reviewers on Amazon, every one of whom gave it five stars.
“For me, it came out very favorably,” Mr. Biadasz acknowledged. Most books, he cautioned, will not get such uniformly glowing notices.
This is true. For example, here’s a derisive notice, recently posted on Amazon: “I was utterly bored.” A second reader offered this: “Mediocre.” A third: “This isn’t good prose.”
All three were offering their opinions of “The Great Gatsby.” Quite a few reviews of the book, the F. Scott Fitzgerald classic that’s among the greatest American novels of the last century, deem it somewhere between so-so and poor.
Roland Hughes, another self-published writer, has a theory about this: “Reviews for the established classics tend to come from actual readers.”
A computer programmer and novelist based in Illinois, Mr. Hughes, 48, says he has spent about $20,000 on review services. “I’d like to say I view it as an education,” he wrote in an e-mail. His goal, not yet accomplished, is to make that difficult leap from “being an author” to “being a recognized author.”
His thriller “Infinite Exposure” had an average rating of 4.5 stars out of 5 late last week on Barnes & Noble, while another of his books, “The Minimum You Need to Know to Be an OpenVMS Application Developer,” got 5 out of 5.
“Some of these review services will actually ensure your title is read by someone who likes your genre of books,” he added. “The last thing you want is someone who loves Christian and romance novels reviewing a science-fiction book which has no romance and calls into account the existence of God.”