Raising Your Prices Without Losing Your Lash Clients

 

If you're a lash artist, you've probably noticed that nearly everything involved in running your business costs more than it used to.

Lash supplies, adhesive, disposables, rent, utilities, booking software, insurance, continuing education, marketing—the list keeps growing.

At the same time, your clients are dealing with higher expenses of their own.

 

That leaves many lash artists wondering:

How do I raise my prices without losing my clients?

The answer isn't simply charging more. It's understanding your numbers, communicating professionally and making sure your clients continue to see the value in choosing you.

1. Know What Your Services Actually Cost

Before changing your prices, you need to know your numbers.

Don't look only at the cost of lashes and adhesive. Your pricing also needs to account for:

• Products and disposables

• Rent or suite expenses

• Booking and payment-processing fees

• Insurance and licensing

• Utilities

• Marketing

• Education

• Taxes

• Your time

If you're charging $100 for an appointment, that doesn't mean you're making $100.

Once you understand your true cost per service, you can make pricing decisions based on your business instead of guessing.

2. Consider Smaller, More Regular Price Adjustments

Waiting years between price increases can make things more difficult.

If your expenses continue rising while your prices stay the same, eventually you may need a significant increase just to catch up.

Smaller, intentional adjustments can be easier for both you and your clients.

Review your service costs and pricing regularly so you know whether your business is still profitable.

3. Give Your Clients Notice

Don't surprise your clients at checkout with a new price.

Communicate upcoming changes ahead of time through email, text, social media or signage in your lash room.

Keep the message simple and professional.

You don't need to provide a detailed explanation of every expense. Thank your clients for supporting your business, tell them when the new pricing begins and give them an opportunity to ask questions.

4. Don't Apologize for Charging Appropriately

There is a difference between being appreciative and apologizing.

You can genuinely appreciate your clients while still recognizing that you're operating a business.

Your pricing needs to allow you to purchase quality products, maintain a professional environment, continue your education and earn an appropriate income for your work.

Charging enough to operate sustainably isn't something you need to apologize for.

5. Increase the Value Clients Experience

When prices increase, clients naturally evaluate whether a service is still worth the expense.

Give them reasons to say yes.

Value isn't only the finished lash set.

 

It's also:

Beautiful results.
Great retention.
Healthy natural lashes.
A clean environment.
Comfortable appointments.
Professional consultations.
Reliable scheduling.
Consistent results.
Excellent customer service.

A client who understands the difference between your service and the cheapest option in town is less likely to make her decision based solely on price.

6. Reward Loyalty Without Constantly Discounting

You don't necessarily need to offer discounts to make loyal clients feel appreciated.

Consider things such as referral rewards, birthday perks, priority booking, small upgrades or loyalty programs.

There is an important difference between rewarding loyalty and constantly reducing your prices.

If clients become accustomed to promotions, they may begin waiting for the next discount instead of booking at your regular price.

7. Understand That You May Lose Some Clients

This is often the hardest part.

A price increase may cause some clients to leave.

That doesn't automatically mean you made the wrong decision.

Some clients genuinely won't have room in their budget. Others may decide lashes are no longer a priority. You can appreciate the time they spent with you without changing a business decision that you know is necessary.

Your goal isn't to keep every client at any cost.

Your goal is to build a loyal clientele that values your work while operating a business that is financially sustainable.

Your Prices Need to Support More Than Your Supplies

You're not simply selling lashes.

You're providing your time, talent, education, experience and expertise.

Your prices need to cover your expenses, compensate you for your time and leave enough profit for your business to grow.

Before worrying about whether you're charging too much, ask yourself a different question:

Am I charging enough to build the business I want to have?

Know your numbers. Know your value. Provide an exceptional experience.

And price your services so you can keep doing what you love.