Gary Berkowitz

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By: Gary Berkowitz
Berkowitz Broadcast Consulting

As we approach the fall book, here are 10 “easy to implement” tips that will make a difference in the way you sound, and the outcome of the book.

You may read these and think “we already do these” but please take a closer look. Many “basics” often get overlooked or forgotten.

Keep the music familiar and focused. Be careful and choosy with new music. Check the log carefully daily for balance and flow. Avoid clumping of any same sounds. Keep the tempo “even.”

Sell the music position and the benefits of listening to the station. Music is the #1 reason people listen to the radio. Sell your music quantity and quality benefits. Specific music quantity benefits work much better than generic. Example: “Continuous Half Hours” are better than “Long Sets.”

Own at work listening. Winning 8 a.m. -4 p.m. (real at work hours) is the key to 25-54 ratings success. Make sure you are using your morning show to promote the stations at work benefits. Stop talking about at work by 4 p.m. After all, who wants to be reminded of work late in the day?

Morning fun. Keep the morning show bright, up and most important, loaded with interesting, fun and compelling material. Remember, there is a difference between “fun” and “funny.” If your morning show is music based, play at least nine songs an hour in AMD.

Branding. Attach your calls to all services and features. Make sure it is not “Your traffic” versus “WXXX Traffic” Sell your positioning statement and key benefits. Always, when going back to music from spots. Always, on the end of weather when going back to music. Nielsen reports that over 85% of diary keepers record listening by exact frequency. Avoid “phantom cume.” Calls and frequency can never be said enough.

Use as much “Appointment” promotion as possible. Creating more occasions of listening is the #1 way to increase time spent listening. Make sure each morning show promo has a specific reason and time for tune-in. Same applies to contesting. Let them know when you will be playing your contest.

Keep listener testimonials fresh. Listener testimonials are strong weapons to credibly promote the key station benefits. Make sure all testimonials talk about a specific thing such as morning show, most music, best music etc. Stay away from “stroke” testimonials such as “we love you.” Live testimonials versus phone type’s sound and work best.

Watch the talk. Keep the personality but also keep a lid on extra, non-essential talk. It is amazing how much unnecessary talk happens on radio stations.

Sell “More Music Weekends.” Many stations have a much more music intense sound on the weekend due to lower commercial loads and less services. Take advantage of this and promote as a benefit. “Weekends always mean more music” or “It’s a More Music Weekend.”

Production elements. Make sure all liners and sweepers clearly promote the strategy. If it’s more music, focus on it and sell it hard. Work in some jingle cuts you have not used in awhile. Look at prior packages that have not been used recently. If re-writing liners/sweepers be careful not to lose the basic point.

Gary Berkowitz is President of Detroit based Berkowitz Broadcast Consulting, specializing in ratings improvement for AC radio stations.

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