Multimillion Mobile Sales Made T-Pain a Superstar!

By: Antony Bruno
Billboard Musician's Guide to Touring & Promotion

"Buy U a Drank" is the best-selling mastertone of 2007, according to Nielsen RingScan, moving more than 2.3 million units year to date. That figure nearly doubles the very respectable 1.6 million digital downloads the same track has sold, according to Nielsen SoundScan, and completely dwarfs the 686,000 CD's that the album it supports-"Epiphany"-has moved since its debut June 23.

-5 Lessons of T-Pain's Ringtone Success- According to Jive Records Sr. VP of Digital Music, Jeff Dodes.

1. A Catchy Song
Ringtones are like audio versions of a concert T-shirt. They let fans proudly display the songs or artists they like. Therefore, the song that it's based on needs to be a hit. "I'll be the first to say, 'Credit our A&R guys and credit our promotion guys,'" Dodes says. "They're finding great artists who are making great records and getting exposure for it. We just do the rest."

2. The Right Hook
As great as the song may be, fans need to be able to hear it in a crowded room for it to work as a ringtone. Typically, higher-pitched notes work best. This is one reason why the theme song to "Halloween" remains popular. The synthesized vocal effects that T-Pain uses for many of his songs fit this requirement.

3. Relatable Lyrics
Madonna scored a ringtone hit last year with the song "Hung Up," which featured the line, "Ring, ring, ring goes the telephone," primarily because the words fit the situation of an incoming call. T-Pain's lyrics strike a chord with the club-going urban set who relate to songs about buying girls drinks and (apparently) falling for exotic dancers. "If there's something in the lyric that the consumer wants to say about themselves, it helps," Dodes says.

4. Work With The Operators
For all the hay labels like to make about selling ringtones to fans directly via the artist's Website or via marketing partners like Jamster, it's still the prime placement on the wireless operators' "What's Hot" menu on the phone that moves sales. Dodes says sales can increase 75% with such featured placement. Only 3% of sales from T-Pain's "Buy U a Drank" came from outside the carrier sales portal.

5. Exposure
If the song's not getting decent radio play, club spins or video impressions, it likely won't be a big-selling ringtone. That's why few artists write music solely to be used as ringtones. "If you don't know it and if it's not what everybody in the neighborhood knows, you're not really making that statement," Dodes says. "Who's going to buy a T-shirt for a band that nobody's heard of?"