Scott Madden, Sr. Partner & Chief Strategy Officer
Like many, as I work from home this week, I’m also forming my short-list of resolutions for 2026. Some, like Dryuary and a daily Peloton ride, feel doomed from the get-go (they certainly do for me). After all, only 6% of all resolutions started on Jan. 1 are maintained all year. Even more profound, the majority of us break our resolutions by the 2nd Friday of January. But there’s an important lesson we can learn as strategists from these epic fails that may hold the secret to better campaign results in the New Year.
I’ll start by telling you what you already know: all audiences today are full-fledged members of the attention deficit society. And accordingly, we all bounce, or rather thumb, from one shiny thing on our screens to the next. Most of us don’t retain information in our heads as well as we did five years ago (Quick: Name the streamed series you watched just before the last series you watched? Can’t do it, can you?), and we certainly don’t focus throughout our day as we did before the era of reels, shorts, pings, and notifications set off Busy Brain Syndrome.
Behavior science tells us that most resolutions are bound to fail because they tend to be radical (all-in) and immediate (Jan. 1) changes in our common behavior, rather than more modest and gradual shifts. Most humans successfully enact change when the transformation is gradual and includes new elements. I’m not professing nudge theory here. I don’t believe that a linear series of nudges works in most situations, especially when you factor in Busy Brain. But as I think about what derails my resolutions year after year, I have come to realize that it’s more the ADD at work than it is my inability to find inner strength to see them through. And that’s where the lesson lies.
We all start with a specific motivation when it comes to acting on a resolution. “I want to be in better shape,” “I want to get into my favorite bathing suit and feel comfortable in it,” “I want to swear less and be more patient,”….(two of the three are mine BTW, feel free to guess which). But with Busy Brain, that one motivation can be forgotten or deemed less inspiring as quickly as the name of last month’s streamed series.
The lesson I’m proposing is that audiences today need multiple motivations to get them to take an action we want them to take. Think of it as a series of micro motivations that you lean into when crafting message strategy; they should be a mix of emotional and functional. Above all they should be multiple, each addressing a defined micro motivation. “I want to feel confident” is an emotional micro motivation. “I want to have more muscle definition” is a related, but functional micro motivation. “I want to have more energy at the end of my day, to be more fun with my spouse,” yet another.
When we embrace the idea that a series of distinct micro motivations, when well defined, should be seeded across multiple message strategies throughout all of our content, we give our audiences more ‘sparks’ to drive desired actions and in doing so, lower the risk of them becoming less shiny or forgotten. And each of those sparks will likely work more effectively at different moments in time given the headspace of our audience when our content reaches them. Analytics will help us recognize which micro motivations work best where and when and optimize accordingly. And that, my friends, is how you make campaigns perform better in the new year.
Wishing everyone a happy and prosperous 2026!