# You don't find them — they post you

> The distribution problem for a small design isn't advertising. It's making something specific enough that one buyer photographs it and shows it to the community it was aimed at.

August 17, 2026 · https://justog.club/stories/finding-people-for-your-designs

That's the whole distribution mechanism for a small design, in one picture: somebody bought the
shirt, took a photo of themselves in it, and posted it to the group of people who would care.

A hundred and thirty-three people saw it who had never heard of whoever made it. Nobody paid for
that.

## Why is "finding an audience" the wrong frame?

Because it describes you going out to look for people, and that's the expensive version.

Searching for an audience means advertising: paying to put a design in front of strangers,
most of whom don't want it, and hoping enough do. It's how you'd sell a generic product, and it's
the model that made sense when
[you'd already paid for a garage full of stock](/stories/no-inventory-print-on-demand).

The cheap version runs the other direction. One person who genuinely wants the thing shows it to
the community they're already in, and the community is pre-sorted. You didn't find them. Your
buyer did.

## What has to be true for that to happen?

The design has to be specific enough to be worth posting.

Nobody photographs themselves in a nice generic graphic tee. They photograph the one that made
their group laugh, or the one that proves membership, or the one nobody else has. The post above
happens because the shirt is a joke a particular kind of person finds funny — not because it's
well drawn.

Which means distribution isn't a separate activity from design.
[Specificity is the distribution strategy](/stories/what-designs-actually-sell), and a
broad design is one that nobody has a reason to show anyone.

## What kind of design gets posted?

Three things reliably, and they overlap.

- **An in-group joke** — legible instantly to one community, opaque to everyone else. The post is
  the punchline reaching its audience.
- **Something unexpectedly specific** — a breed, a trade, a town, a piece of equipment. People
  post it because it's *theirs* and they didn't think anyone had made one.
- **Something visibly not mass-market** — a treatment, a palette, a subject that doesn't look like
  the twelve other shirts in that search result.

What doesn't get posted: anything the viewer has seen a version of before.

## Do I need to be in the community myself?

It helps enormously and it isn't strictly required.

Being inside means you know the phrase that lands, which is the hardest part to fake — a design
made from the outside usually gets one detail wrong and the group can tell instantly. That's why
[a community making its own merch](/stories/swag-for-your-community) works so well.

If you're outside it, the workable version is to make something for a group you're adjacent to and
let someone inside tell you whether it's right before it exists in quantity. With no minimum,
being wrong costs one shirt.

## Where should I be posting it myself?

Sparingly, and never as the main plan.

Posting your own product into a community reads as advertising even when it's good, and most
groups are correctly hostile to it. What works is being a member who happens to have made
something, which is a different relationship and takes longer to establish.

The asymmetry is the point: **a buyer's photo is credible and yours isn't.** So the thing to
optimise is the odds that a buyer takes one.

## Can I make that more likely?

A little, and the levers are unglamorous.

The design has to photograph well on a person — which means legible at the distance a phone
camera sits, on a garment colour that isn't blown out by indoor light. A design that only reads
close up won't survive a photo, and a photo is the format the distribution runs on.

Beyond that it's mostly out of your hands, which is uncomfortable and true. You can make something
worth showing. You can't make anyone show it.

## Isn't this just hoping?

It's a strategy with a known input, which is different from hoping.

The input is specificity, and it's the one thing entirely within your control. Every design that
gets posted is specific; most designs that are specific don't get posted. So the work is to keep
making specific things and let the distribution be probabilistic.

What used to make that unaffordable was the print run. When each attempt costs one shirt instead
of seventy-two, running the experiment repeatedly is a reasonable plan rather than a gamble.

## How do I get one made?

Describe the idea at [JustOG](/) — including exactly who it's for — and publish it if you want
other people to be able to buy it. Pick a direction, drag the crop frame, see it composited on the
real garment, and it's made to order and shipped.

Designs other people have published are in the [shop](/shop).

Your best salesperson is somebody who already bought one and thinks it's funny.