Last time, we talked about a very core question: “How can you become a leader in your industry and differentiate yourself from others?” I also shared my thoughts on what makes a studio’s “core competitiveness.” I didn’t expect that article to resonate with so many people—especially a friend of mine who’s also in handmade crafts. He even gave me a call last week. It was obvious that this question was still lingering in his mind, haha.

On the phone, he sounded a bit down. He said, “I understood everything you said last time, and I agree with your philosophy. But when it comes to execution, I just feel powerless, like something’s still missing.” Then he carefully asked me, “Can you tell me more clearly and specifically? I’m not looking for big ideas right now—I want to know, how can I sell my work as soon as possible? How do I start making money fast? Are there any ‘secrets’ you haven’t told me yet?”

So we talked on the phone for over an hour before we ended the conversation, light-hearted and cheerful. It was a great chat. I’ve organized the key points and want to share them with you through this article—“The Fundamental Logic of Monetizing Craftsmanship.”

I truly believe this will be meaningful and valuable for many people, because these are things you don’t usually hear elsewhere—or rather, things others won’t usually tell you.

(Lesson One of Monetizing Craftsmanship: What Are You Selling?)

When I was a kid, my dad told me something that stuck with me to this day. He said: “There are only two business models in the world: selling your own stuff, or selling other people’s stuff.”

Sounds simple, but there’s deep wisdom in it. Whether you’re a big company or a solo entrepreneur, you ultimately deal with two things: creating value + communicating value. The former is innovation. The latter is marketing. You can choose to develop your own products (create value), or you can start by promoting something that already exists (communicate value).

A lot of beginners think they have to first create a brilliant product or unique style. But the real issue isn’t “Do you have ideas?” It’s “Have you received any positive feedback?”

(Why Starting with “Selling for Others” is the Best Strategy)

My dad said: “The world doesn’t lack ideas—it lacks positive feedback.”
Have you ever wondered why you give up halfway through something? Because you didn’t feel any results. You didn’t see others becoming better or happier because of what you did. So you lost motivation.

Positive feedback is when: → you do something → get encouragement or reinforcement → feel like continuing → gain more feedback → and want to keep going even more. It’s a cycle of “the more you do, the more energy you get.”

That’s why many successful people start by selling other people’s products. You don’t need to invent anything or pour in huge investments. As long as you’re willing to speak up, to share, you might get your first sale. And with that, you’ll immediately know whether the market is responding.

This is the best way to “quickly test and iterate. ”You’re no longer daydreaming. You’re stepping directly into the market and getting real feedback and direction.

(Before Starting a Business, Let the Market “Speak”)

A lot of people fail in business because they build behind closed doors. Smart people sell before they build. They test whether anyone will buy before deciding to mass-produce.
This saves you from wasting time, money, and energy—because time cost, monetary cost, and skill limitations are all hidden drains. Don’t waste time perfecting something no one wants. Start with that first small sale, and adjust and evolve step by step.

I’ve seen many successful handcrafters—they weren’t particularly “gifted.” They just dared to speak up and try. They were willing to step out, show their work, face rejection, and listen to customer feedback.

They knew that the real logic of making money is being willing to solve problems for others and bring them value.


(Making Money Isn’t the Goal—it’s Proof That You’re “Useful”)

My dad once told me: “The essence of business is altruism.” When you make someone’s life a little more meaningful, make their mood a little better, or make something more convenient, they’ll naturally be willing to pay you. Behind that payment is a hidden message: “Thank you.” So stop asking, “How can I make money? ”Instead, ask yourself every day: “Who did I help today?”

If you’re a handcrafter and just starting out, I sincerely suggest—don’t spend all your time perfecting your product. Try stepping out earlier. Let the world tell you what it needs. When you create value and are willing to share it, the market will respond to you.

Final Thoughts

Our paper carving art is no different from that. In the art of paper carving, the most fascinating part has never just been the craftsmanship— but the story that belongs to you. Unique, and therefore worth treasuring.

( Translated from the original Chinese text )

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