Tommy Kramer Tip #81 – The Only Two Elements

Normally, these coaching tips are for air talents, and this one does apply to your air work. But it’s primarily for MusicRadio Program Directors, simply because I don’t want Air Talents to get in trouble with their bosses over something that I said. The old “it’s easier to get forgiveness than it is permission” thing isn’t really true in this day of Corporate Programming templates and marching orders from above. Now, all too often, “This is the way we do it,” good or bad, is the way of the world. So if you’re a PD, please just take a few minutes and read this through, then take a day and let it wash over you.

No matter what you think, to the listener there are only two elements:

  1. Music.
  2. Things that aren’t music.

“What about our Imaging?”

Well, it’s not music, is it? Your “Imaging,” to the listener, is just a commercial for you. So when you play a song, then a recorded Imaging piece, then another song, you do not necessarily have the image of playing more music, even though the deejay didn’t say anything. In the mind of the listener, it was song, commercial for you, song.

Go retro. Before this modern template of Imaging playing every other song, the jock usually talked over the song intro, or sometimes a jingle played between songs. (People will sometimes sing your jingle. They’ll never sing your voiceover guy’s Imaging liner.) At the end of a music sweep, we stopped down, did some Content – briefly – then went into a stopset. It was perfect, IF the jocks were concise, and had something to say that informed or entertained.

“But we have things we want to promote.”

When you allow the jocks to talk more often, things can be talked about. There are more opportunities for meaningful teases to be given, for the personality of each jock to emerge, and for true forward momentum to be the first impression a person gets of your station.

“We have limited resources. Some of our jocks aren’t all that great.”

Add the word “yet.” With budget restraints, or a young or inexperienced staff, it’s tempting to not let them talk much. But that’s counterproductive, because no one can learn to ride a horse if they never get in the saddle.

There are only two elements. Play great music. And when you talk -which should be fairly often, but not lengthy – say something worth hearing.

Frost Advisory #235 – What You See Depends Upon Where You Stand

Last week we chatted about the power of Christmas programming. This week I’m going to dig a little deeper.

One air talent responded, “Thank you… this helps me as Christmas music is driving me crazy.”

Another said, “I’m scared we’re going to lose more fans than we attract new listeners.”

Still another said, “I know we’re known for Christmas music but let’s just try something new.”

stop

“Each person has a different set of biases and values and assumptions, and those world views are influenced by their parents, their schools, the places they live and the experiences they’ve had to date.

Their worldview is the lens they use to determine whether or not they’re going to believe a story. The lens your consumers use shows them a different version of reality than it shows you or your colleagues or your others customers.” Seth Godin

Back in my deejay days I worked for a station that played the #1 song every hour. Every hour, I said. No one inside the radio station would have suggested it, and those of us on the air were ready to pull our hair out. But the listeners loved it. I mean, LOVED IT. The radio station was a huge success and became the prototype for dozens of successful stations across the country.

What you see depends upon where you stand.

If one is standing still, one sees AHEAD STOP.

If one is speeding down a bicycle path one sees STOP AHEAD.

Are these spray painted letters intended for someone standing still or someone speeding down a bicycle path? It makes all the difference.

If you want to do the right thing for your listeners do your best to understand their perspective.

Hint: I guarantee it is NOT the same as yours.

Tommy Kramer Tip #80 – Nobody Falls UP

One thing radio people are really good at is kidding themselves. I hear these faulty perceptions a lot:

  1. The competitor beating you in the ratings isn’t really that good, but just got lucky and was in the right place at the right time. PPM/Arbitron diaries/Nielson placement or selection just fell their way.

or…

  1. They’re living off their reputation, and don’t deserve the ratings they have anymore.

or…

  1. The only reason the competition is rated higher than you was because they did a lot of marketing and you didn’t. If you had their marketing budget or promotional budget, you’d be beating them.

These excuses are convenient, but the truth is nobody falls UP.

It’s easy to fall down in the ratings. Just stop working hard, take your Listenership for granted, get away from what was working for you, or become a caricature of yourself.

But you have to earn up. Going up takes work. And focus. And being willing to change what doesn’t work anymore.

Hint: Sometimes, that means getting help.

Frost Advisory #234 – The Power Of Christmas (programming)

Christmas music programming. Is it good or bad? Right or wrong? Hip or stale?

Viewed simply as a programming tactic, programming all Christmas music is about as crazy as it gets. Let’s see, your listeners come to you because you play the music they love – Chris Tomlin, Big Daddy Weave, Hercules and the Chicken Fat People.

Now you’ve decided to stop playing all the music that they love. That’s like ESPN deciding to stop carrying sports. How in the name of Bill Gaither is THAT supposed to be a good idea?

However, viewed as a programming strategy it’s a different thing altogether.

adoption

In our format the biggest barrier for growth is that new listeners don’t know the music. Since everyone’s favorite station is the station that plays their favorite music, it’s virtually impossible for someone to become a fan of your station if they don’t know the music. RISK impedes adoption.

RISK is something every business, every product, and every radio station must overcome in the Adoption process.

No one you’ve ever met has said that their favorite hamburger is from McDonalds. And yet McDonalds is the 6th most valuable brand in the world according to Forbes.

How’d that happen? It’s not because they have the best burger, but because they flawlessly deliver a consistent experience whether in Dallas, Dublin, or Dubai. (And their bathrooms are clean, thankyouverymuch!)

In other words, McDonalds has virtually eliminated RISK.

When done well Christmas music programming totally eliminates RISK for a new listener.

I’ll never forget the story told to me by my talented friend Tom Fridley. He spent a season working in the post office, where the dozens of employees went about their business of sorting the mail isolated in their cubicles listening on the headphones to their individual pop, country, rock, or AC station.

But something interesting happened when the Christmas music started. The headphones came off, and everyone in the office listened to one station – the station that played Christmas music.

“There was a time when our community was defined by our neighbors in a geographic sense. Today, our communities are based on shared interests, not shared sidewalks.” Mark Ramsey

Christmas is the largest possible “shared interest” for our format, allowing our stations to become instantly familiar as we connect to Christmas memories, shopping, decorating the tree, the local parade, the neighborhoods with the best Christmas lights, the dynamics of family get togethers, and the church Christmas pageant.

Tactically, programming all Christmas music makes no sense at all.

Strategically, it may the be the most important decision for growth that you’ll ever make.

Tommy Kramer Tip #79 – Making Contact

Think about how often you’ve heard someone say that a performer, during a concert, looked RIGHT AT him (or her). This is not an accident. One of the biggest singers of the seventies told me once that he purposely, at some point in his performance, looked at all 9 “zones” of the venue: Left, Center, Right. Upper, middle, and lower seats in each direction.

 

He didn’t do them in that order; it was random, but this enabled every single person in the audience to think that they made eye contact at some point.

The truth was, because of the lighting, he couldn’t really see anybody very well. But the illusion was powerful.

 

It’s the same way in radio, except we have to make contact verbally. To accomplish this, you have to say something that is shared – something that your listener can totally identify with.

 

This means you can’t simply grab something from a prep sheet or Facebook or a website and basically just read it to me. You have to make it personal.

In every city, there’s a small number of jocks – maybe only 2 or 3 – that really make contact on a daily basis. You can always find them at the very top of the ratings.

 

The benefit of coaching is that there are very specific techniques that can help you get the hang of this in a pretty short amount of time. If you’re not getting that in-house, reach out.

 

Frost Advisory #233 – Thank You Mighty Much

“Thank you mighty much” were the words Ed shouted as folks left his tiny country grocery store.  Ed appreciated his customers, and everyone walked away with something free.

For the grown ups, it was the Coke machine that wouldn’t take their money.  For the kiddos it was “don’t forget your surprise” as they reached their tiny arms into the large jar of bubble gum.

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Tommy Kramer Tip #78 – Replacing “Announcing” and “Presenting”

A good portion of today’s radio listeners – and just about all of the next generation of listeners – want their audio media to adopt the style of social media.

Well, that’s not exactly possible. For one thing, radio is still the biggest social media phenomenon in history. Bigger than Facebook, bigger than Twitter, more social than TV or movies.

If you need proof, think about this: there are millions of people who don’t have Facebook or Instagram or Twitter accounts, but there is no one who hasn’t listened to radio. You don’t have to read it, you don’t have to post anything, and there’s just “like” (it’s on) or “unlike” (turn it off). It’s simple and pure, IF you sound like right now instead of like 1994.

So here’s how you still sound valid without coming across like children to your core demo, or like old geezers with bad hairpieces to your younger listeners:

Instead of announcing, just think about sharing.

Instead of presenting, try inviting.

Stop ‘selling’ things on the air. No one is buying.

You can either be my friend, riding in the car with me (or at my desk at work), or you can be the audio equivalent of pop-up ads on a website.

Choose wisely. The clock is ticking.

If you need help, well…I assume that’s why you’re reading this. There are people here that you can call. If you’ve never worked with a great Consultant or a truly focused Talent Coach, you’re just driving a car with no air conditioning and manual windows.

I think you deserve better than that.

Frost Advisory #232 – The Salvation Army and the Bell Ringer

bellringerEvery Christmas for the last several years I’ve thrown a few coins into the Salvation Army bucket down the street at the Piggly Wiggly. But not this year. Nope. They’ve changed their bell ringer. The guy standing outside the store ringing the bell is going to be different this season, so I’ve decided not to give.

Ludicrous, isn’t it? Obviously no one would stop donating to the Salvation Army because Bernie replaced Barry at the bucket.

Then why is it that our radio stations hear this type of complaint fairly regularly?

You’ve change programs!

You’ve changed the disc jockeys!

You cancelled Adventures in Odyssey!

You did this ONE thing that I don’t like… so I’m not going to donate to your station anymore!

They are basically saying “you’ve change the bell ringer.”

I know what the Salvation Army stands for. I believe in their cause of helping those who can’t help themselves. My understanding of the vision and purpose of their ministry is far more important to me than who stands outside Winn-Dixie ringing a bell.

Just this week I overheard a listener tell my friend Tyler McKenzie , “I got a mammogram because of you.” Tyler and her friend Ellis are the #1 morning show in their town, and not because they play 5 in a row or they hit the spotsets at the quarter hours.* It’s because they are meaningful, and may have even saved someone’s life.

No one will refuse to go to New York Yankees’ games because Derek Jeter has retired. I reckon no one stopped going to Starbucks because they quit serving the Captain Crunch Frappuccino.

Just as nature abhors a vacuum, you’ll likely hear complaints about the bell ringer because the bigger story isn’t being told.

*There is nothing wrong with tactics that potentially minimize tune out or aid additional listening occasions, but they should not be confused with creating compelling reasons to love your station.

Tommy Kramer Tip #77 – Leapfrog + the Rules of Improv

This tip was originally one that I used in doing, then coaching, team shows. But it actually applies to any on-air conversation, like a contest winner call, for instance.

Here’s the key to having it all unfold the right way:

It’s like playing “leapfrog” as a child. Each thing said by you or the other person should move the subject forward – just like one person leapfrogs the other in the kids’ game.

Add to this the mentality of the 2 most basic Rules of Improv. They are:

1. YES.

2. “and…”

1. The answer to any premise is always “Yes.” (This doesn’t have to be spoken. It can simply be understood. The buy-in is what matters.)

2. Then you add your point, moving things along. For example, in Improv, if you say “I’m trying to grow a third arm,” I should answer with something like “Cool…!” then add something like “It’d be great if you could grow it out of the back of your neck. Then you could drive and scratch your back at the same time.”

The “Yes, and…” principle guarantees momentum. You’re constantly adding something, rather than simply agreeing with what was just said, or repeating it in slightly different words. (Remember, true momentum isn’t about pace. It’s about always moving forward, and in as straight a line as possible.)

You can apply this to solo work, too. Try to never let it bog down or repeat yourself. Once you master this, you make everyone else sound like they’re just rambling or babbling.

Frost Advisory #231 – We Ain’t Got Enough Stuff!

We don’t have enough money! We don’t have enough marketing and research! We don’t have enough people!

Surprise! In more than forty years of being inside tall stations and short stations, successful stations and gonna-be successful stations, I’ve never heard anyone say they had enough stuff!

Every station needs more something! But every station has the same amount of something, too!

Time.

Rather than focusing on what we don’t have perhaps we should consider focusing on making the most of what we do have.

I’ve seen some program directors spend so much time on the on-line forums and Facebook during their workday that I wonder when they have time to actually program their stations. (Answer: They don’t). I’ve seen organizations spend so much time in meetings that they no longer have time to get anything done.

While obviously some meetings are important, Robert Pozen, productivity expert and contributor to the Wall Street Journal, recently wrote that meetings are “the bane of corporate life.” He insists that companies are scheduling far too many of them, failing to maximize that wasted time and – in effect – ignoring the “real” work of getting things done.

In short, meetings are an excellent way to showcase how busy you are, but are a horrific way to let actual productivity slide.

meetings

My talented friends at NGEN share their creativity on wasting time!

https://www.youtube.com/watch?v=i8uqqmJKLv0&list=UUj2caSdz7Y2QW4iIq9gtNyw

Here’s a suggestion on how to make better use of your time, from Jack Kinder in “Breakfast with Ted”:

“At the end of each day, …sit down and identify the many things to be done the following day. On a second piece of paper, …list in the order of their priority.”

The next day start at the top of your list and scratch out tasks completed. Moving from top to bottom, you’ll seldom mark out all of them. However, you will form the habit of focusing on the highest priorities!

“Don’t get so busy dribbling that you forget we’re supposed to score.” Phil Jackson