For 15 years, the top answer on every survey I’ve sent my audience has been the same: I need more clients. Typically 70 to 80% of respondents pick it without a second thought.
This time, only 34% did.
I read all 58 responses that came in, then got four people on a Zoom call to dig deeper on their answers. What I found surprised me enough that I want to walk you through it today.
A good chunk of the people who picked “clients” weren’t describing a clients problem at all. They were describing something else, wearing a “more clients” costume. And the word they kept using, unprompted, in nearly every conversation was “pivot.”
In this episode, I share the framework that came out of those conversations. It encompasses three distinct stages people get stuck at when they’re trying to make a real change in their business. I also explain why the help you need looks completely different depending on which one you’re in.
What You’ll Learn
- Why “I need more clients” dropped from the typical 70% I’ve seen in the past to just 34% this time around
- The real problem hiding behind that “more clients” answer for a lot of respondents
- The three stages of a pivot and how to tell which one you’re actually in
- Why almost nobody named AI as their top problem, even though it showed up everywhere
- The surprising thing the highest spenders want that the DIY crowd doesn’t
- Why it’s so hard to think your way through a pivot effectively, even with AI as a sounding board
Key Ideas & Takeaways
- The “Clients” Answer Is Losing Its Grip. For 15 years, “I need more clients” won every survey I’ve sent, typically with 70 to 80% of the vote. This time it barely cleared a third, and “what I should offer now” jumped into a close second at 24%.
- A Lot of “Clients” Answers Were Wearing a Costume. When I read the open-ended responses, a quarter to a third of the people who picked “clients” were actually describing something else: niching paralysis, imposter syndrome, or clients pulling work in-house because they’re using AI themselves. The real issue sat one step upstream from the answer they checked.
- The Real Theme Was “Pivot.” Nobody was prompted to use that word. Person after person used it anyway, in the survey and in the follow-up calls.
- AI Is the Wrapper, Not the Problem. Only 3 out of 58 respondents said learning AI was their top concern. But AI showed up in nearly 4 out of 10 open-ended answers, tangled into everything else people are dealing with.
Action Steps
- Figure out which of the three stages you’re actually in right now: deciding, validating, or planning
- If you’re deciding, stop looking for a marketing plan. Look for a person or process that can help you build real conviction
- If you’re validating, pick one person you trust and ask them directly whether they’d pay to have this problem solved
- If you’re planning, write down the exact order of steps you think you need, then get a second set of eyes on it
By the way… whenever you’re ready, here are 3 ways I can help you grow your freelance business:
1. Stop losing projects to writers who are already operating at the next level
AI is quickly changing what clients expect from a writer. The winners show up with better ideas, sharper thinking, and stronger client conversations—plus the confidence to scope, price, and deliver work that’s more strategic. That’s how you move up the value ladder, from “writer for hire” to “trusted partner who writes.”
The AI Advantage Hub gives you practical, field-tested capabilities every week, so you stay competitive without chasing tools or prompts. Plus, inside the Hub, you get unlimited, 24/7 access to my AI clone, Ed on Tap, to help you brainstorm, price strategically, and untangle your biggest business challenges.
2. Work with me for 90 days
Need a trusted business partner to tackle your most pressing challenges? I occasionally offer an intensive 90-day coaching program for freelancers at all income levels. We work together 1-on-1 to identify your most critical business obstacles, come up with innovative solutions, and develop a customized action plan. Email me with “90-Day Accelerator” in the subject line to learn more.
3. Build a premium AI revenue stream without rebuilding your business
When my schedule allows, I open 1 or 2 private spots for The 21-Day AI Consultant Accelerator. This is a half-day 1-on-1 workshop where we build your AI consulting offer, pricing, and pitch materials. Plus, three weeks of support while you pitch it to real clients. For details, and to see if there’s an opening, email me with “AI Revenue Stream” in the subject line.
