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@jasontoon
The Visible Word
Building Trust With Transparency
Jason Toon
Toon & Friends
May 8, 2014
@jasontoon
Who Does This “Jason Toon”
Think He Is?
• Head writer, etc. at Woot, 2005-2013
• Guided brand voice from nimble little startup
to lumbering, gargantuan subsidiary of
Amazon
• Now freelance consultant and copywriter as
Toon & Friends
• Also written for Pitchfork, VICE, Gizmodo,
and a bunch of those free weeklies with the
weed and prostitution ads in the back
Gizmodo reviews
the Torpedo Projector, 11/28/07
• “The World’s Crappiest Projector”
• “…contrast ratio? Well, there wasn't any.”
• “…the FBI warning at the beginning of the DVD
was not legible at all. It looked like
hieroglyphics.”
• “…as pixelated as any video could ever possibly
be…”
• “…even smelled bad, like mildew, and made way
more noise than we could bear…”
@jasontoon
Woot sells
the Torpedo Projector, 4/26/09
@jasontoon
Woot sells
the Torpedo Projector, 4/26/09
Total one-day sales:
814 units
Total one-day revenue:
$48,831
@jasontoon
Woot launches an
affiliate program, 2011
• Messaging needs:
– Manage expectations for our customers
unfamiliar with affiliate marketing
– Discourage participants who are more
likely to cannibalize existing Woot
customers
@jasontoon
Woot launches an
affiliate program, 2011
@jasontoon
Woot launches an
affiliate program, 2011
@jasontoon
Woot launches an
affiliate program, 2011
@jasontoon
The Case of the
Bursting Sausage Casings
@jasontoon
The Case of the
Bursting Sausage Casings
@jasontoon
The Case of the
Bursting Sausage Casings
@jasontoon
The Case of the
Bursting Sausage Casings
@jasontoon
The Case of the
Bursting Sausage Casings
@jasontoon
The Case of the
Bursting Sausage Casings
@jasontoon
The Case of the
Bursting Sausage Casings
@jasontoon
The “Blemishing Effect”
@jasontoon
Small doses of mildly negative information may
strengthen a consumer’s positive impression of a
product or service, especially when:
•The consumer already has some positive feelings
about the product or service
•Is less focused on making this particular buying
decision, as with “most online ads, for example”
("When Blemishing Leads to Blossoming: The Positive Effect of
Negative Information," Danit Ein-Gar, Baba Shiv, Zakary Tormala;
Journal of Consumer Research 38 (5), 2012. More information at
http://stanford.io/mivqzm)
Don’t Try to Pull a Fast One
@jasontoon
• Fast disclaimers in broadcast ads make
consumers think the advertiser is hiding
something
• And diminish purchase intent
• Unless the brand is one the consumer already
trusts
(“On the Dangers of Pulling a Fast One: Advertisement Disclaimer
Speed, Brand Trust and Purchase Intention” Kenneth C. Herbst,
Eli J. Finkel, David Allan, Gráinne M. Fitzsimons.; Journal of
Consumer Research 38 (5), 2012. Full paper at
http://bit.ly/19R6d4E)
Don’t Try to Pull a Fast One
@jasontoon
4 Questions to Ask
About Your Communications
@jasontoon
1. Am I revealing or obscuring?
1. Am I anticipating or reacting?
2. Am I using expressive language, or stock
phrases?
1. Am I establishing my expertise, or
abdicating it?

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Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
 

The Visible Word: Building Trust with Transparency

  • 1. @jasontoon The Visible Word Building Trust With Transparency Jason Toon Toon & Friends May 8, 2014
  • 2. @jasontoon Who Does This “Jason Toon” Think He Is? • Head writer, etc. at Woot, 2005-2013 • Guided brand voice from nimble little startup to lumbering, gargantuan subsidiary of Amazon • Now freelance consultant and copywriter as Toon & Friends • Also written for Pitchfork, VICE, Gizmodo, and a bunch of those free weeklies with the weed and prostitution ads in the back
  • 3. Gizmodo reviews the Torpedo Projector, 11/28/07 • “The World’s Crappiest Projector” • “…contrast ratio? Well, there wasn't any.” • “…the FBI warning at the beginning of the DVD was not legible at all. It looked like hieroglyphics.” • “…as pixelated as any video could ever possibly be…” • “…even smelled bad, like mildew, and made way more noise than we could bear…” @jasontoon
  • 4. Woot sells the Torpedo Projector, 4/26/09 @jasontoon
  • 5. Woot sells the Torpedo Projector, 4/26/09 Total one-day sales: 814 units Total one-day revenue: $48,831 @jasontoon
  • 6. Woot launches an affiliate program, 2011 • Messaging needs: – Manage expectations for our customers unfamiliar with affiliate marketing – Discourage participants who are more likely to cannibalize existing Woot customers @jasontoon
  • 7. Woot launches an affiliate program, 2011 @jasontoon
  • 8. Woot launches an affiliate program, 2011 @jasontoon
  • 9. Woot launches an affiliate program, 2011 @jasontoon
  • 10. The Case of the Bursting Sausage Casings @jasontoon
  • 11. The Case of the Bursting Sausage Casings @jasontoon
  • 12. The Case of the Bursting Sausage Casings @jasontoon
  • 13. The Case of the Bursting Sausage Casings @jasontoon
  • 14. The Case of the Bursting Sausage Casings @jasontoon
  • 15. The Case of the Bursting Sausage Casings @jasontoon
  • 16. The Case of the Bursting Sausage Casings @jasontoon
  • 17. The “Blemishing Effect” @jasontoon Small doses of mildly negative information may strengthen a consumer’s positive impression of a product or service, especially when: •The consumer already has some positive feelings about the product or service •Is less focused on making this particular buying decision, as with “most online ads, for example” ("When Blemishing Leads to Blossoming: The Positive Effect of Negative Information," Danit Ein-Gar, Baba Shiv, Zakary Tormala; Journal of Consumer Research 38 (5), 2012. More information at http://stanford.io/mivqzm)
  • 18. Don’t Try to Pull a Fast One @jasontoon • Fast disclaimers in broadcast ads make consumers think the advertiser is hiding something • And diminish purchase intent • Unless the brand is one the consumer already trusts (“On the Dangers of Pulling a Fast One: Advertisement Disclaimer Speed, Brand Trust and Purchase Intention” Kenneth C. Herbst, Eli J. Finkel, David Allan, Gráinne M. Fitzsimons.; Journal of Consumer Research 38 (5), 2012. Full paper at http://bit.ly/19R6d4E)
  • 19. Don’t Try to Pull a Fast One @jasontoon
  • 20. 4 Questions to Ask About Your Communications @jasontoon 1. Am I revealing or obscuring? 1. Am I anticipating or reacting? 2. Am I using expressive language, or stock phrases? 1. Am I establishing my expertise, or abdicating it?