Mental Models for Monetization: How to Know What People Will Actually Pay For

You don’t need more ideas.
You need better judgment on which ideas will pay off.

Most solo founders guess what to sell—then wonder why no one buys.

This post is your cheat code: 5 mental models that cut through noise and help you build offers people actually want to pay for.

No hype. No fluff. Just thinking tools that lead to real results.

Why Most Products Don’t Sell (And What to Do Instead)

You’re building. You’re posting. You’re refining your offer.

But people aren’t biting.

The problem? You’re probably solving something that isn’t painful—or you’re presenting it in a way that doesn’t feel urgent.

Monetization isn’t about polish. It’s about solving the right problem, at the right time, in the right way.

And mental models are how you spot that.

If no one’s buying, they either don’t have the problem—or don’t believe you can solve it.

Let’s fix that.

5 Mental Models That Help You Monetize Smarter

1. Jobs to Be Done

People don’t buy products.
They “hire” solutions to get a job done.

Ask:
→ What job is this product being hired to do?

This model shifts your focus from what you’re offering to why someone would care. When the “job” is clear, pricing becomes easier.

Micro-example:
A solo founder launches “Notion templates for productivity” → no sales.
Reframes it as: “A 1-click system for freelancers to close open loops, hit deadlines, and go home by 5.” → Gets 12 sales in 3 days.

2. Opportunity Cost

Every yes is a no to something else.

Your customer isn’t just choosing between your product and a competitor. They’re choosing between doing this now vs. keeping their money, staying overwhelmed, or trying to DIY.

Ask:
→ What are they saying no to by saying yes to me? Is it worth it?

Micro-example:
A developer sells a $49 AI course. Framed as “2 hours to stop Googling and ship faster,” it beats free YouTube videos—because it trades searching for shipping.

3. The 9/10 Problem Test

The more urgent the problem, the more someone will pay to fix it.

Ask:
→ Is this a 9/10 problem for my customer? Is it painful enough they’d Google it at 11pm?

When you solve what people can’t not fix, sales become simple.

Signals to watch for:

• People DIY solutions
• It costs them time or money to ignore it
• They're asking about it publicly

Micro-example:
An email coach sold zero templates—until he reframed it as:
“Land your next 3 freelance clients using this cold email that’s booked 12 calls in 14 days.” Now it’s solving a 9/10 pain. It sells.

4. Circle of Competence

Founders don’t fail because they’re not smart.
They fail because they build outside their depth.

Ask:
→ Am I solving a problem I deeply understand? Or mimicking someone else?

When you stay inside your Circle of Competence, you explain better, build faster, and gain trust faster.

Micro-example:
A UX designer launches a workshop for other UX pros:
“How to charge double without touching your portfolio.”
It sells out—because it’s built from lived experience, not research.

5. Skin in the Game

Compliments don’t count.
Pre-orders do.

Ask:
→ What would I feel confident charging $1 for right now? Then $10? Then $100?

Until someone pays, all validation is theoretical.

Try this script:

“Hey—I’m testing a new resource that helps [target person] solve [problem].
I’m opening 5 early spots at $29 for feedback before launch. Want in?”

Micro-example:
A solo founder with no list DMs 10 people. 3 pay $25. He knows the offer has legs—and builds the rest with confidence.

Maybe = no. Payment = proof.

Monetization = Model Stacking

The secret?
Don’t use these in isolation.
Stack them.

Here's how to pressure-test your next offer:

1. Jobs to Be Done → Is this solving a real problem people want fixed?
2. 9/10 Problem Test → Is it painful enough to be urgent?
3. Opportunity Cost → Is it the best use of their money/time now?
4. Circle of Competence → Am I the right person to solve this?
5. Skin in the Game → Will even one person pay for it?

If it passes all five, you're not guessing. You’re ready.

Final Thought: Think Better. Sell Smarter.

You don’t need to sell harder.
You need to think clearer.

Mental models are your shortcut to clarity, confidence, and conversion.

Use them to filter noise, sharpen offers, and move with proof—not just ideas.

📌 Start there. Then ship it.