What if you could earn more than most doctors by simply “pushing a button”? That’s how photography is often glamorised—press a button, snap a photo, and watch the money roll in. But Christian Grattan, a freelance photographer who’s worked with clients like Vogue and Hennessy, knows it’s far more complex. In this blog, Christian’s insights will guide you on breaking into freelance photography, building a thriving business, and earning a six-figure income without burning out.

The Reality of Breaking Into Freelance Photography

There’s a common misconception that owning a decent camera and having a passion for photography is enough to succeed. This couldn’t be further from the truth. While passion is important, success in freelance photography requires skill-building, networking, and—most importantly—a business mindset.

Christian’s Path Into Photography

Christian’s journey started after finishing photo school, where he faced reality: bills needed paying, and opportunities weren’t going to land in his lap. He took every job he could find, from small gigs to assisting other photographers. Through his network, he landed a crucial introduction to a fashion event agency, which became his stepping stone to bigger clients.

The lesson? When starting out, your network is everything. Tell everyone you know what you’re doing, take opportunities—even unpaid ones if they offer valuable experience—and use those experiences to build credibility and momentum.

The Importance of Face-To-Face Networking

While social media is great, Christian emphasises that real-world connections are more powerful. Many of his early jobs came through people he met in person, like the PR professional who introduced him to contacts at a fashion agency. These connections often lead to opportunities that wouldn’t come from cold emails or social posts.

If networking feels awkward, remember that people love to talk about themselves. Ask, “What do you do?” or “What kind of clients are you looking for?” Show genuine interest, and you’ll naturally build relationships.

Building Your Photography Skills

Essential Skills for Freelance Photography

Knowing how to operate a camera isn’t enough. To succeed as a freelance photographer, you need to master:

• Camera settings: Exposure, aperture, and shutter speed should become second nature.
• Framing and composition: A keen eye makes your work stand out.
• Lighting: Understanding natural and artificial light is essential for professional results.
• Post-processing: Learn editing basics and how to guide others if you outsource later.

Christian likens photography skills to driving a car—you shouldn’t have to think about where the windshield wipers are. Master your tools so you can focus entirely on the shoot.

Practicing With a Purpose

Christian recommends practising with specific goals in mind. Instead of aimlessly snapping photos, try replicating professional images. Analyse details like poses, lighting setups, and post-processing techniques. This approach accelerates your learning and ensures you’re building skills that clients will pay for.

How to Get Your First Photography Clients

Start Small and Build a Portfolio

Most photographers start by working for friends and family. Offer free or discounted rates and use these sessions to build a portfolio. Ask for testimonials and permission to share your work online.

Run a Model Call

A model call is a brilliant way to build a portfolio and land paying clients. Announce on social media that you’re offering free sessions for a limited time. For example: “I’m looking for adventurous families with kids under 10 for a free photo session!”

Here’s the catch: After the shoot, offer clients one free print and digital file, but charge for additional photos. Many photographers make thousands through these post-session sales, as people find it hard to resist buying images they’re emotionally attached to.

Use Back-End Sales

The key to maximising income as a photographer lies in selling after the shoot. By offering physical prints, albums, or digital packages, you can generate significant revenue beyond your initial shoot fee. Clients may not pay upfront, but once they see the images, they’ll want to invest in preserving those memories.

How Freelance Photographers Really Make Money

Combine Upfront Fees With Back-End Sales

Freelance photographers have two primary income streams: charging for the shoot itself and selling products after the fact. For example, wedding photographers often charge a package fee that includes the shoot and some prints, with the option for clients to purchase additional products later.

If you’re in commercial photography, you’ll likely be paid a day rate. For consumer-based photography, the back-end sales model—selling physical albums, prints, and other products—is where the real money is made.

Avoid the “Shoot-to-Burn” Trap

“Shoot-to-burn” refers to photographers who only deliver digital files. Christian discourages this approach, as it undervalues your work and leaves money on the table. Instead, focus on delivering physical products, which clients value more and are willing to pay for.

Why Bar and Bat Mitzvahs Are a Goldmine

Christian built his six-figure business by specialising in Bar and Bat Mitzvah photography. These events are like weddings but with a guaranteed happy ending—families celebrating their child’s milestone, free from the stress of adult drama.

By systematising his process—reusing templates, planning every detail, and mastering the flow of these events—Christian was able to shoot just 12 to 15 events a year, earning more than £10,000 per event after upselling print products.

The Power of Sales in Freelance Photography

Reframe Sales as Helping

Many photographers resist selling out of fear of being “pushy.” Christian challenges this mindset, explaining that sales is simply about solving your client’s problem. When offering them photos they love, you’re helping—not tricking—them into spending money.

Ask the Right Questions

During sales presentations, ask questions that make clients think about their needs. For example: “What do you want to preserve from this moment?” or “Who are these photos for?” These questions guide your client toward making decisions they’ll feel good about.

Confidence Is Key

Don’t let your financial insecurities affect how you price or pitch your services. Remember, clients are paying for a trusted professional who can deliver results—not just someone with a camera.

When pitching to high-end clients, confidence is crucial. Christian’s favourite line when closing a deal was simple but effective: “Don’t worry, I’ll make your arms look skinny.” It addressed their insecurities directly, showing he understood their needs and could deliver.

Networking Secrets for Photographers

The Hub-Spokes-Node Model

Christian developed a networking model that freelancers can replicate in any industry.

1. Spokes: Your direct clients. For example, an actor looking for headshots.
2. Hubs: People who influence many clients’ decisions—like acting agents who recommend photographers to their clients.
3. Nodes: Indirect connections that can introduce you to hubs. For example, casting directors who work with agents.

By focusing on building relationships with hubs, you’ll create a consistent stream of referrals. Christian advises contacting clients’ agents after a shoot and asking: “How is the headshot performing? If it’s not working, I’ll reshoot it for free.” This simple gesture builds trust and starts a relationship that could lead to a steady flow of work.

Networking for Introverts

If networking feels intimidating, don’t worry. Start by attaching yourself to an extrovert at events. Let them make introductions and help you break the ice. Focus on asking thoughtful, positive questions, like: “What’s your favourite part of what you do?” or “Who’s been the biggest influence on your career?” Rehearse these in advance to feel more natural.

Scaling Beyond Photography

Christian eventually pivoted into marketing, using the skills he developed while running his photography business. He now helps other photographers improve their sales and conversion rates, but he noticed a common struggle: many creatives resist learning business skills even though it’s key to their success.

The takeaway? Whether you stick to photography or branch out, understanding marketing and sales will open more opportunities and make your work more rewarding.

Final Thoughts

Freelance photography isn’t about snapping a few photos and cashing in—it’s about mastering your craft, building relationships, and solving problems for clients. Start by practising intentionally, networking effectively, and using back-end sales to boost your income.

Remember, the key to success is confidence in your ability to deliver value. Focus on solving your clients’ problems, and you’ll find that work—and referrals—will come to you. Freelancing isn’t easy, but with the right approach, you can build a thriving business and enjoy a career on your terms.