Book more clients by phoning your leads – tips for making successful calls

Running a photography business isn’t just about taking great photos—you can’t expect clients to magically appear. The most successful photographers are the ones who take a proactive approach to bringing in business. One of the most effective ways to do that? Picking up the phone.

A well-timed call can turn a lukewarm lead into a paying client, but many photographers hesitate to make calls. Whether it’s fear of rejection, not knowing what to say, or simply not having a system in place, this hesitation can mean missed opportunities.

We spoke with our customer support specialist, Sarah, a working photographer with a background in telesales. She shared her expert insights on making successful calls that feel natural, build rapport, and ultimately lead to more bookings.

By the end of this guide, you’ll have the confidence and a clear strategy to start calling your leads and turning more inquiries into paying clients. Let’s dive in.

Why phone calls?

Following up with leads by phone is a proactive way to convert them into clients. Calls are harder to ignore than emails, and a well-handled conversation can help build rapport and trust.

Since it may take multiple attempts to reach a lead, having a structured process and a clear overview is essential. However, balance is key—too many calls can be counterproductive. A strategic, well-timed approach ensures the best results.

Be consistent and organised with your follow-up

Set aside dedicated time for making calls—it helps you get into the right mindset and stay focused. Smile before you dial; it naturally improves your tone and makes you sound more approachable.

Use your CRM to track who you’ve contacted, who has booked, and who needs further follow-up. Take notes after each conversation so you can personalise future interactions and build stronger relationships.

A well-organised follow-up process ensures no leads slip through the cracks and maximises your chances of booking more clients.

👉 Use Light Blue’s phone call lead management dashboard to effectively manage your leads.

Success starts when acquiring the lead

Asking the right questions upfront not only helps qualify them but also sets the stage for a more meaningful conversation later.

Include a question like “What’s the main reason you’d like a session?” on your lead capture form. This encourages emotional investment from the start and gives you valuable insights to build rapport during your call. Additionally, gathering details such as location and specific needs ensures they’re a good fit before you invest time in follow-ups.

👉 Learn how to run a successful “Register to win” campaign.

Make sure they’re a good fit

Early in the call, check if they’re familiar with your work. If not, send them a link and arrange a follow-up call for the next day. Some leads may have responded to an offer without fully understanding your style, service, or pricing, and it’s better to qualify them before investing too much time.

Since many lead-generation offers include a low-cost or free session with an upsell plan, it’s essential to confirm that the client values professional photography and is likely to invest in additional products.

Use a script

Your goal is to book the client during the call, and a script helps you stay consistent, confident, and focused. It ensures you cover key points in the right order and know what to say at the right time. A well-structured script also builds trust—some leads may have forgotten submitting their details and could be wary of unexpected calls.

Start by introducing yourself, explaining why you’re calling, and checking if it’s a good time. Keep it brief (around five minutes) and personalise the conversation by referencing details from the original lead capture form, such as why they’re interested in a session.

Get the free phone call script template:

Send an SMS before calling

A quick text message shortly after acquiring the lead helps set expectations and makes your call feel less like a cold approach. Thank them for submitting their details and let them know to expect a call from your number soon.

If it’s been a few days since your last attempt, send another SMS on the day of your next call to keep your outreach fresh in their mind. You can also include a link for them to book a callback at a convenient time.

👉 Learn more about Light Blue’s 2-way text messaging.

👉 Get inspired with different ways to use SMS messages in your photography business.

Offer callbacks

Give leads the option to schedule a callback by including a link to your online scheduling calendar in your texts and emails. This ensures you’re reaching them at a time that suits them, making them more likely to engage with your offer. It also helps you focus on calling leads who are available and interested, rather than interrupting them at inconvenient times. By letting them choose when to talk, you increase the chances of a productive conversation and a successful booking.

👉 Discover different ways you can use scheduling calendars in your photography business.

👉 Learn more about Light Blue’s scheduling requests.

Understand that it’s a numbers game

Rejection is part of the process—don’t take it personally. Even a strong approach might only convert around 10% of calls into bookings. What matters is consistency. Stay positive, start each call with a smile, and trust in your script and process. Over time, persistence and a professional approach will lead to results.