“You can’t create larger audiences by trying to create larger audiences”

The following excerpts are from an interview Mark Ramsey (Hear 2.0) did with Tom Asacker, a marketing and branding adviser and author (A Little Less Conversation: Connecting with Customers in a Noisy World).

One of the larger challenges facing radio?

“It seems that we’ve got a catch-22 on our hands, right?  We need to get out on the street and keep selling in order to keep revenue coming in, so nobody wants to slow down in order to change the way they’re doing things, to really rethink it, because that might take away from sales time.  I mean we’re putting out fires, and nobody wants to step back and say, “Wait a minute.  Is there a better way of doing this?”

“It’s a difficult thing with an industry that’s been around this long, with people that are well entrenched in relationships up and down the chain.  It’s tough to get people to change — to just say, “Put on the brakes, and let’s rethink radio.”  But I think that that’s what needs to be done:  Let’s rethink radio.  Just like Steve Jobs said, “Let me rethink the MP3 player.”  He didn’t say, “Well, we can do the MP3 player and slap this thing on it”; he said, “Stop, and let’s rethink the MP3 player.”

That’s a tough thing to do.  It takes guts.”

Yes, it does. And he offers this rather brilliant (IMO) insight on creating audiences:

“You can’t create larger audiences by trying to create larger audiences. You can only create larger audiences by trying to get deeper with smaller audiences.

Think about how to get deeper and make more relevant, valuable connections with individuals in a culture or a subculture.

Don’t think about audience size.  Think about the depth of the relationship and how important it is and how valuable it is.  The more you do that, the bigger the audience gets.”

That’s probably true of friends as well. Best way to have a lot is to be a good one. You can listen to the entire interview at Hear 2.0.

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