Back in 2014, I started out with a few random hair pieces and would say to potential clients that I would create whatever they wanted. This was an epic fail for two reasons: one, I didn't have enough work to show what I was capable of and two, people don't always know what they want.
I've learnt a lot through my journey to getting where I am (it wasn't pretty in the beginning!) and one of the biggest lessons I've learnt is you need to have ideas to inspire and you need to have a style that people can relate to. And if people have no idea what they want, you need to be able to build a relationship with them to figure it out.