If you want to make a living, you’ve got to put on a good show.

The memorable line from Johnny Lee’s song “Cherokee Fiddle” about a busker is: “If you want to make a living, you’ve got to put on a good show.”

This is the most profound and true statement I have ever heard about the music business. In fact, it is quite possible all you need to know.

I recently heard a musician commenting about how many wonderful musicians and bands there are in Kansas City. He added that the problem is that there are not enough places to play. Since I have been on all three sides; as a fan, performer, and presenter, I know that if the existing venues were making any money, there would be a lot more venues. The issue is that not enough people are willing to come out and listen to one song after another.

The number of people who are willing to sit and listen to music for hours is actually very small. There are, however, a lot more people who will gladly pay to see a good show. And there lies the difference.

Playing music is relatively easy, putting on a good show is much more elusive. There is a pretty direct relationship between how good of show you can put on and how much money you make. The relationship between how good of musician you are and how much money you make is not near so clear.

Most bands spend hours working on playing well, but almost no time working on entertaining the audience. In my band, Sky Blue, we put a very high priority on “putting on a show” but we still find the time to actually work on the show elusive.

Performance coach, Tom Jackson, has built a good career of preaching this truth. His point is that people don’t come to hear songs, they come to experience “moments.” In other words, “If you want to make a living, you’ve got to put on a good show.” I wish all business was this easy to define.