It’s nerve wracking right? When you don’t know where your next booking is coming from.

I feel your pain, I really do.

Many times I’ve sat and wondered if I’m doing the right thing with this photography business dream. I’d have a booking or two one month and since then, nothing for ages.

Perhaps it was true what people were saying: “There’s not much money in photography and it’s a luxury that people just can’t afford. Stick to the day job.”

What makes it worse is the excitement you feel when someone takes the time to email or message you with an enquiry. “Yes, someone wants to book me.” And sometimes you can end up in a full on conversation with them online, you build a rapport, you’re getting on……and then nothing. Ghosted. Gone.

That is so disheartening, and it happens to all of us. It still happens to me to this very day. The only difference is now I see it as another angle on opportunities that I can follow up.

For every 10 enquiries that end up ghosting you, there’s probably 1 or 2 among them who are your ideal clients. You’ve just got to seek them out. Here’s the thing with ghosting, and the problem we have. We don’t like to pester people.

So let’s talk about how to turn Ghosts into Clients

Dealing with potential clients who vanish just as things seem to be heating up can definitely throw you. It’s easy to feel a bit discouraged when someone who seemed keen on your photography services suddenly goes silent. However, let’s reframe this situation: every ghosting is an opportunity in disguise!

Understanding Consumer Behaviours

It’s important to remember that the path to purchasing isn’t always a straight line. Life happens. Your potential clients might get busy, distracted, or even overwhelmed. Especially if they’re getting married and scouting multiple wedding suppliers and photographers. Consumer studies show that people need to encounter a product or service multiple times (sometimes 10-20 times!) before they feel ready to commit. Keep this in mind, and don’t take it personally when someone ghosts.

Perfecting the Follow-Up Communication

This is your chance to shine. Wait a week or two, then drop a friendly message or email. Keep it light and understanding:

"Hey [Name], I hope all is well! I know how hectic things can get, and I just wanted to check in to see if you had any more thoughts about your wedding photography, or portrait session.
If you’re struggling to make a decide, get back to me and let me know what it is that would influence your decision - I’m sure I’ll be able to help you.
I’m here to help with any questions you might have or to discuss your options whenever you’re ready!"

This approach shows your professionalism and keeps the lines of communication open without pressure.

Leveraging your Content Marketing

In the meantime, keep engaging your prospects through regular content that adds value. This is all part of you being present and visible online. Whether it’s sharing tips on preparing for a photoshoot, the latest trends in wedding photography, or showcasing your recent work, regular content keeps you top of mind. This consistent presence reminds your potential clients of the value you bring, nudging them closer to booking.

Be sure to flexible; keep learning and Adapting

Each interaction, even a non-response, is a learning opportunity. Analyse patterns in ghosting—perhaps there are times of year when it happens more often, or maybe it occurs with certain types of inquiries. Use this info to adjust your approach or to tailor your follow-up strategy.

Maintain a positive mindset

Not every potential client will book, but each interaction is a chance to refine your pitch and build your reputation. Stay focused on nurturing relationships, and remember, among those who ghost, your ideal client might just be waiting for the right moment to reengage.

Ghosting isn’t the end of the road; it’s just a bend. Keep following up, keep engaging, and let’s turn those ghosts into guests!

Hey, I’m Dee Airey and I’m glad you’re here! If you’re a photographer just starting out, why not join my FREE Facebook Community - Wedding & Portrait Photographers Together™ - where I can help you, along with other likeminded photographers, to kickstart and grow your photography business.

Let Me Help You

You can also benefit from my signature coaching community and library of training material in my ClickStart® 4 Membership Programme. There’s lots on the inside that can help you get results, where I give you all the tools I used to start and grow my own successful photography business, which has gone from strength to strength year on year.

If you want to build a wedding photography business, why not think about my online course 7 Steps to Walking Down the Aisle. A low cost, high value course for photographers wanting to create a wedding photography business, jam packed with the information, guidance and training you need to get started, grow and succeed.

Don’t forget to listen to the Podcast. Lots of episodes to inspire you and help you grow. Listen on Spotify. If you want to feature on an episode with me and share your experiences, let me know. It’ll be fun!

I hope to see you soon, inside my community.

How to find your next photography booking: Turning Ghosts into Clients