It’s evident that CUME is the name of the game in the PPM world. Sure you can talk about occasions and ATE, but in the end the only way to truly protect your station from the ebbs and flows of the imperfect Arbitron measuring tool is to have so many listeners that it doesn’t matter if a P1 with a meter goes on vacation. The dilemma is how do you build CUME without marketing dollars? It’s a question that came up recently over lunch with a friend.
1. Be consistent and compelling. It all comes down to what comes out of the speakers. Consistent refers to the quality of the content, not the actual content. Listeners want to invest time into a station that always delivers “the goods.” It’s not about being predictable (see also; boring), it’s about being reliably entertaining and informative. In order to be compelling, you have to create something. It’s no longer acceptable to simply identify and debate the top stories. You must tell stories, make emotional connections, tell the listener something they didn’t know before, put it into context and make it relevant. You should strive to get the listener to say to themselves, “I never thought about it that way before.” If you are able to be consistent and compelling, your listeners will be your marketing campaign. They will tell friends, colleagues and social media networks about what they heard on your show and station, driving new CUME directly to you with a personal endorsement from someone they already trust.
2. Be the station for SOMETHING. Whether it’s traffic on the 5′s, the most accurate weather, breaking news coverage, election coverage, a team’s information station, finanical news, war coverage or other, pick a position and own it. If you don’t have one already look around the market and figure out who / what is being underserved. When you brand your show or station as THEE source for “x” you must tell people what you’re going to do (make a promise), do it (keep the promise), and remind them that you did it (proof of performance). Over time, this will drive CUME to your station, because everyone in the market will eventually know if “x” happens, you go “here.”
3. Social Media. Yes, we all know we need to do social media, but many shows/stations aren’t doing it right. Twitter and facebook are not meant to only tease your show. This is a chance to interact with fans. There are a couple important things to remember; update often and reply to responses. When you respond to a listener’s comment you make a connection. That person will tell his/her friends that you responded and maybe share your response with their social network. That’s the key. You need to find ways to tap into listener’s social networks. Some hosts are now inviting core listeners with large social networks into the studio for a day to blog, twitter, and facebook about what they see, here and experience while at the station. You can also use social media for contesting especially with location based programs like foursquare and give prizes to the first 10 people to check-in at a location.
4. Event Programming. Capitalizing on a major events or stories that your station can own; The Japan Earthquake/Tsunami, The Super Bowl, The Election, etc. Event programming needs to be heavily branded and reinforced during and after. It may include going commercial free or if you can plan far enough in advance attaching a sponsor to it.
5. Station Events. The model for this is WIPs “Wing Bowl.” But, don’t be intimidated. You don’t need 20,000 people to attend your station event to be successful. The key is to provide a unique experience, that listeners determine to be remarkable (ie. Worth talking about.) Stations need to think big and bold and create an experience or provide access that listeners otherwise couldn’t get on their own. It could be a limited-access, high-end tailgate party or an invitation-only leadership seminar featuring big names from the lecture-circuit for selected clients and listeners. Think big. For example, a 10×10 tent at a local car dealership doesn’t count.
Doing one of these things won’t be enough to drive the amount of CUME you need to maintain through a calendar year to be PPM-proof. Find ways to address all of these and if you can secure marketing dollars great, but be strategic and have something to say.
Weclome to the blog. Larry Gifford is a radio management consultant and talent coach. He is available for ongoing or project based consulting for U.S. and International radio groups, stations, and talent
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