When a radio professional attempts to convince a local business owner to buy airtime on a local station, ratings alone aren't usually enough to persuade the business owner. The local business owner is comparing the cost of radio against the cost of print media, direct mail, internet, banners towed behind airplanes, people in funny costumes dancing with a sign in front of their store, and anything else they can think of. But often, the biggest problem is simply convincing the business owner that he needs some advertising, period. Yet those same radio professionals who try to convince local merchants that they need to advertise don't seem to understand that radio stations also need to advertise, to give people a reason for turning the radio on instead of popping in a CD, or for hitting the AM band button for a change. In the radio market where I live, I can't recall seeing anything in any advertising medium that gave me a reason for even turning my radio on, let alone hitting the AM band button. I've seen some billboards with the names of some guys I've never heard of being on some AM station, though I'm not sure when. That's it.
That's one aspect of radio that always puzzled me. How can a business built on convincing people that they need to advertise to get new clients, not put much stock in advertising themselves tog et new listeners.
The obvious answer? They are either perpetually stupid, cheap or both. Anyone who's worked at enough radio stations knows the answer to that.