Still charging 2021 prices? You’re probably overdue for a raise and that’s okay. Raising prices can feel awkward, especially when you’ve built close relationships with your clients. The fear of losing them is real.
But here’s the truth: raising your prices isn’t greedy, it’s a smart, sustainable move that reflects your growth and professionalism. It’s how you shift from being a booked-and-busy lash tech to a confident salon professional.
This guide will show you exactly when it’s time to increase your rates, how much to raise them, and what to say so you can do it with confidence, clarity, and zero guilt.
- 1. Know When It’s Time to Raise Prices
- 2. Lash Pricing Strategy: How to Decide What to Charge
- 3. How Often to Increase Prices
- 4. Communicating the Price Change
- 5. Retaining Clients During the Shift
- 6. Advanced Lash Pricing Tips (Optional But Powerful)
- 7. What to Say If Clients Push Back
- Conclusion
1. Know When It’s Time to Raise Prices
So when exactly should you raise your prices? Here are the five most common signs:
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You’re fully booked for 2+ weeks straight — If your schedule is packed and you’ve got a waitlist, it means demand is high. That’s your signal to level up.
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You’re low-key burnt out — You’re working more, but your income isn’t keeping up. That gap is your pricing problem.
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Your costs have gone up — From rent and lash supplies to advanced trainings, your overhead has increased and your pricing should reflect that.
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You’ve invested in your skills — If you’ve taken advanced training, refreshed your certifications, or leveled up your technique, your price should match your new value.
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You’re priced lower than others in your area — Charging significantly less than other skilled artists in your region can attract the wrong kind of clientele; the kind more likely to haggle, cancel last minute, or no-show.
If one or more of these hit home, it’s time to stop second-guessing and start planning your next lash price increase.
2. Lash Pricing Strategy: How to Decide What to Charge
So you know it’s time to raise your prices, but how much is too much? Here's how to set a lash service price that reflects your value and supports your business goals:
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Start with your numbers — Work backwards from your income goals. How much do you want to take home each week? What are your fixed and variable expenses? If you need help getting clear on this, check out our blog on Fast Finance Tips for Lash Salons.
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Balance your rate between competition, trends, and value — Start by researching what other skilled lash artists in your area are charging, and compare that to national averages (like those in our 2023 survey — see below). Then factor in your own skills, experience, and service quality. The goal isn’t to match others, but to price confidently based on the full picture.
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Charge more for busy periods — It’s fair to increase your rates slightly for peak times when demand is highest, like weekends or evenings. These slots often come at a personal cost, so pricing them accordingly helps protect your time and energy.
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If you want even more detail on how to confidently set your rates, check out our blog: The Lash Pricing Playbook: How Much to Charge Your Clients.
3. How Often to Increase Prices
There’s no one-size-fits-all rule, but there are two main approaches: raise prices a little at a time, or hold off and do bigger jumps every few years. So which is better?
For most lash artists, small, regular increases work best. A 5–10% raise every 12–18 months is usually enough to keep pace with rising costs and growing expertise. It also tends to feel more natural (and less scary) for both you and your clients.
That said, if you’ve gone years without an increase and you’ve made major upgrades, new certifications, a better setup, improved retention etc then a bigger jump is totally fair. Just make sure it’s communicated clearly.
When should you do it?
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Avoid the Christmas rush — Everyone’s stressed (including you), fully booked, and spending more. Not the time to drop a pricing bomb.
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January is a smart choice — People are coming back from holidays, expecting fresh starts, and open to new routines (and prices).
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EOFY or post-tax time can also work, especially if you’re making changes based on a business review.
Here’s a simple plan:
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Larger bumps make sense if you’ve dramatically improved your service or haven’t raised rates in 2+ years.
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Test new pricing with new clients first — Just make sure your booking system and service menu reflect the new rates immediately. That way, new clients aren’t surprised and everything stays transparent. After a short period, bring existing clients up to the same rate with proper notice.
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Don’t panic if you lose a few clients — often, you’ll make the same (or more) while working less.
Bottom line: raise with intention, not hesitation. Regular lash pricing strategy reviews should be part of running your salon, not something you avoid until you’re exhausted.
4. Communicating the Price Change
This is where a lot of lash artists get stuck: not in deciding whether or not to raise prices, but in figuring out how to say it without upsetting anyone.
Here’s the thing though, most clients won’t bat an eye. Price increases are just part of life. Your clients pay more for groceries, petrol, and haircuts, and they understand your business has rising costs too. As long as you're respectful and clear, most people will accept the change, and the few who might hesitate will appreciate not being caught off guard.
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Share the update in a few key places — You don’t have to blast it everywhere, but aim to mention it a couple of times where your clients will see it. That might be in person, via text, on socials, or by email. Repetition helps as it gives everyone time to adjust and avoids surprises.
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Don’t apologize — This isn’t something to feel weird about. It’s a normal part of business growth. Keep your tone calm and confident.
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Use clear, kind language — Let them know what’s changing, why, and when but keep it brief.
Sample script:
“Hey Guys, just a quick heads up... Starting [DATE], there’ll be a small price increase. This helps cover rising costs and supports the training I invest in to give you the best results. I’m so grateful for your loyalty and I truly appreciate your continued support."
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Yes, you do need to tell people — Quietly changing your prices without letting clients know might seem easier… but it can backfire. Most clients probably won’t mind either way, but the few who might will appreciate the heads-up instead of a surprise after their service.
5. Retaining Clients During the Shift
Even when you know a price increase is the right move, it’s totally normal to worry about losing clients. But if you’ve built trust and deliver consistent results, most people will stick with you, especially if you handle the transition thoughtfully.
Here are a few simple ways to keep your regulars feeling valued:
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Offer a loyalty perk — A small thank-you (like a lash bath, under-eye treatment, or deluxe spoolie) shows appreciation without discounting your worth.
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Let clients pre-book at the old rate — Offer one last appointment at your current price before the increase kicks in. It’s a goodwill gesture and encourages rebooking.
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Good clients get it — The ones who truly value you won’t ghost you over a fair price change. Just stay confident in your pricing and keep delivering the high-quality experience they know and love. And if a few do leave? That opens space for better-fit clients who respect & support your growth.
6. Advanced Lash Pricing Tips (Optional But Powerful)
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Use KPIs to track results — Monitor rebooking rates, average revenue per appointment, or how many clients rebook within 24 hours. Not sure where to start? Our guide on what your client retention rate says about your lash business breaks it down.
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Consider tiered pricing models where weekends or high-demand slots cost more
- Keep a simple roadmap - Revisit prices annually or set goals for future adjustments
7. What to Say If Clients Push Back
Even with plenty of notice and a kind approach, you might still get some resistance from a few clients. That’s okay, it doesn’t mean you’ve done anything wrong.
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Nobody likes paying more, but they do understand when a small business needs to raise prices, especially when it’s tied to real costs like rent, training, or better products.
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Empathetic but firm replies:
A short, respectful explanation is enough. You don’t owe anyone a financial breakdown.“Thank you for your honest feedback & I totally understand. This change was made with care to ensure I can keep giving every client my best level of service.”
Conclusion
Raising your prices isn’t just about making more money, it’s about honoring your growth, protecting your energy, and running a sustainable business.
Don’t wait until you’re burnt out or second-guessing your value. Your time, skills, and service are worth more and your best clients already know it.
Ready to raise your prices with confidence?
Send this post to a lash artist who needs the nudge or bookmark it for the next time self-doubt creeps in.
