If you’ve ever said, “I just need more visibility,” this episode is for you. What if your problem isn’t in your reach, but instead it’s what happens after someone reaches out?
You don’t just need more eyeballs on your brand. You need a process that converts the eyeballs into bookings. In this episode, we’re talking about the invisible sales leak that could be quietly costing you thousands in lost revenue and how to fix it today.
Listen to this episode now:
Search for episode 167 of Called to Both on your favorite podcast player!
The Real Reason Your Leads Go Cold (And It’s Not Visibility)
This is something I hear from photographers and creatives constantly:
- “I just need to be seen by more people.”
- “If I could grow my reach, I’d book more clients.”
- “My marketing must be the problem.”
When we dig a little deeper, something else becomes clear: the marketing is working. People are reaching out. The problem is, those leads aren’t converting.
They inquire. They sound interested. And then… silence. They don’t reply, book a discovery call, or complete their proposal.
This is what I call the invisible sales leak. It’s not always obvious, but it is critical.
Why Potential Clients Lose Interest After Reaching Out
There are dozens of reasons a lead might ghost, but after coaching and working with hundreds of creatives, I’ve seen five core patterns that come up again and again.
1. Slow Response Time
The number one reason couples book vendors? Responsiveness.
This pattern is backed by data that comes directly from research conducted by The Knot. People want to feel heard and they want to feel heard quickly. Waiting 2–3 days to reply may feel normal to you, but it feels like rejection to them.
2. “Meh” Replies That Don’t Sound Human
Have you ever received a reply that felt robotic? Like it was spit out by a CRM with no heart? Your leads will feel the same when you don’t humanize your communication.
Templates are helpful, but if they aren’t personalized, warm, and human, they fall flat. And worse, they make your brand forgettable.
3. No Nurture or Follow Up
So many creatives skip this part. You send one email… and then wait.
The truth? Most people are busy. They might have intended to reply and simply forgot. A friendly follow-up isn’t pushy, it’s actually more helpful than it might feel.
The reality is, one follow-up is almost never enough.
4. No Clear Next Step
When your email is overwhelming or packed with links, options, pricing, guides, and 10 paragraphs of info, that’s when people check out.
They skim it, get overwhelmed, and think “I’ll come back to this later.” Spoiler alert: They never do.
If it’s not clear what they should do next, they’re not going to do it.
5. It Feels Cold, Not Personalized
Clients don’t want to feel like one of hundreds. They want to feel like you are actively choosing to work with them.
It’s easy to get caught up in automation and efficiency, but warmth and personalization are the currency of service-based businesses in 2026.
What Clients Actually Need to Stay Engaged
To move forward, your leads need three things:
- To Feel Chosen: Not like they’re on a conveyor belt, but like you genuinely care about working with them.
- Reassurance: Booking a photographer or creative service is a vulnerable decision. They want to feel confident they’re making the right choice.
- Clarity: Not more options or overwhelming PDFs. They want clarity on what happens next, what they can expect, and what it costs.
The 3-Step Fix to Stop Losing Inquiries
Let’s make this tangible. Here’s how you fix the invisible sales leak.
Step 1: Respond Quickly
Ideally within 30 minutes. If that’s not realistic, set up an automated reply that feels personal and includes a clear CTA.
For example: “Hey [Name]! I just saw your message come in and I’m so excited to hear more about your day. I’ll be responding fully soon, but in the meantime, here’s a link to book a discovery call. Can’t wait to chat!”
📌 Pro Tip: Use your CRM to automate this, but don’t sound automated. Add a personal tone, even if it’s system-generated.
Step 2: Follow Up Within 48 Hours
Don’t wait a week. The momentum of an inquiry is highest in the first 48 hours and that’s when you need to keep the energy going. Your follow-up doesn’t need to be a hard sell. It can be simple:
“Hey again! Just wanted to check in and see if you had any questions. Let me know if you’d like to hop on a quick call to chat more!”
Most creatives send zero follow-ups or just one. Stand out by being consistent, thoughtful, and proactive.
Step 3: Stop Hiding Essential Info
You don’t need to list every package and price, but you do need to give a reference point. If someone reaches out asking questions, it’s important that you actually answer the question. If they don’t get the info they need, they will move on.
Try this: “Most of my couples spend around $X for full-day coverage, and smaller sessions start at $X. I’d love to tailor something to what you’re envisioning!”
Also: revisit your contact form. If someone shares a concern or question there, make sure you actually respond to it in your email.
Your Client Journey Is Your Sales Funnel
You don’t need more content, ads, or even another reel to go viral. You need to plug the holes in your sales process. When someone reaches out, you have a short window to turn that curiosity into connection.
Don’t waste it. Instead, ask Yourself:
- Are you giving enough info to keep interest — without overwhelming them?
- How long is your average response time?
- Do you have a follow-up process in place?
- Is your initial email clear, warm, and action-oriented?
Let’s Connect
If you enjoyed this episode, screenshot it in your favorite podcast player, share it to your story (and tag me @joyymichelle) and tell me which step you’re implementing today! I want to cheer you on.
Find It Quickly
- 2:53 – The five reasons a sales leak happens
- 3:11 – Reason #1: Response time is too long
- 4:00 – Reason #2: A meh response
- 4:26 – Reason #3: There is no nurture sequence or follow up
- 5:09 – Reason #4: No call to action
- 5:58 – Reason #5: Lack of personalization
- 7:29 – The prompts to seal your sales leak
- 8:19 – The three step fix to keeping your leads warm and booking them
- 10:44 – Here’s how you sharing your pricing
- 11:42 – Always respond to questions
Mentioned in this Episode:
Episode 163: 5 Questions I Would Ask You If I Were Your Business Coach
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