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How to Set Your Prices Right for Your Lash Extension Business

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We’ve gleaned quite a lot of useful information from the Industry Survey. I want to use this data now to help you grow your eyelash extension business, so let’s get your pricing right! Not sure how much to charge for eyelash extensions? Well, we are going to take the guesswork out of this process, and help you find the “sweet spot” for your skill-set and location.

In this post, we will be considering these various factors:

  1. Starting out pricing
  2. Established pricing
  3. How, and when, to raise your prices

Don’t Overprice!

I recommend that every new lash artist be realistic with their pricing. As a new service provider, you cannot and should not overprice your services. I’ve been an educator for 13 years, earned some credibility in the lash world, and have seen every side of this topic. There are good reasons for not overpricing.

A new lasher should apply at least 10-12 full sets of lashes before charging anything near a full price service. One reason is that you’re not going to have the skill level you need to impress your new clients. It will take you more time, and you won’t be able to get as many lashes on as your client will expect. Remember, most clients want a very full, fluffy lash! For tips on how to speed up your lashing technique, check out this article.

Secondly, big prices will set you up for a big disappointment when your client doesn’t rebook their lash service. We may think that we did an amazing application… And most do, but at a certain skill level. Be ambitious, but also be realistic. Don’t take anything personally – lashes aren’t for everyone. You will find some amazing clients out there that love you and your work at any skill level. We live for these lovely clients.

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Study the Competition

With that said, I have found that if you research lash artists in your area, you will discover what other “lashers” are charging. Setting your beginner prices at about 30-40% lower than a seasoned lash artist is a good place to start. This will keep those clients with you and they will be happy and proud of you as your skills improve.

This lower price point will also lure in people who are curious and have wanted to try lashes, but didn’t want to throw down dollars at a higher price point. You need the practice, and they want to try lashes. This is a win-win!

Remember that the industry average is somewhere between $81-$120 for a full set of lash extensions. I personally recommend that my students charge between $65-$79 for a full set, until they can reach an hour-and-a-half for an application. This is just a helpful guideline, nothing is sealed in stone here.

As a novice lash artist, you may be hesitant to think about raising your prices. Let’s take a look at when you should do this and what steps to take in making this happen as painlessly as possible…

Raising Prices for the Newer Lash Artist

As I mentioned previously, getting the timing down and ensuring proper isolation is the key to a price increase. I raised my prices just about the first of November. I printed up notices and gave all my clients the notice on check-out. I gave them a 30-day notice of the increase. I never lost one client over my increase. I did only raise my prices by $5 increments.

Many clients were making comments like, “I was wondering when you were going to raise your prices”. Your clients who love you and your work will not hesitate to rebook. Remember to be fearless. You have put in the hard work and deserve it. I wouldn’t recommend a large price increase all at one time, unless some major event happens, like rebranding or a major move.

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Raising Prices for the Established Lash Artist

As an established lash artist, your prices will fall into two categories: The industry average, or above. If you are in the $81-$120 zone then you should follow the guidelines below. If you are above the average, you’ve pretty much got your finger on the pulse of your business. Good job! You probably don’t need too much help.

If you are an established lash artist, which, to me, means that you are at least 60-80% booked on your schedule, you can make some tweaks to your pricing. The general rule is: If you are 60-80% pre-booked you are at an advantage to raise your prices.

My recommendation is the same as for the new lash artist. Start with $5 increments. Put your price increase somewhere that is visible to your clients, or again make up a little printed notice to give to your clients upon check-out. That way your client will not be surprised, and can be prepared to budget for the increase.

When you are already at a higher price point, you may drop a few clients who were already at the top of their beauty budget. Don’t be alarmed. This is exactly why we want you to be 60-80% pre-booked. The closer to 80% the better. You may lose a few clients, but the increase in price will offset the loss and open up your schedule for new clients who were not aware that your prices were ever lower.

When Is The Best Time to Raise My Prices?

You don’t have to wait for any particular time of year to put your price increase in place, but many salon professionals will price increase just before the holiday season. Clients are in a more generous mood and expect to spend a bit more during this time of year. So, if you are pre-booked and feel like you are ready, just do it!

Don’t forget to increase the prices for any add-on services you are doing as well. Are you waxing brows? Are you doing any kind of targeted treatments? Lip, eye or neck treatments? Don’t forget to do a bump up in those services as well.

This may be a little scary to put into practice, but after you answer your clients’ questions about the increase a few times, you will feel more comfortable addressing any enquiries in the future. Read How to Better Communicate Your Prices to Your Client for more info on that subject.

I always joke a little and tell my clients that my increase is equivalent to them getting one less designer coffee every two weeks. When I put it to them like that it’s a no brainer. Good luck and let me know how things work out for you with raising your prices!


Maryann Matykowski

Maryann has an accomplished, 30+ year background in the beauty industry. As a cosmetologist she opened her first salon in ’83. Maryann has specialized as an educator since 2006, and is now Master Trainer/Training and Education Coordinator here at Glad Lash Academy. Maryann knows what it takes to create successful salon businesses and is here to share her experience with you.

Disclaimer! Opinions expressed on the Glad Lash Blog are those of the author and do not necessarily reflect those of Glad Lash Inc. Content is provided for informational purposes only and should not be considered professional advice. You should always seek professional advice before making decisions that could affect your business or clients.

9 thoughts on “How to Set Your Prices Right for Your Lash Extension Business”

  1. Dani T says:

    I am definitely looking for an mentor in this industry. I’m looking to start a business in the eyelash extension & Miroblading industry. I honest don’t know where to start. Not sure how the inside of my building should look nor do I know the materials or furniture I will need to look presentable to customers. How I should market etc! If you have a program that I can get going into my new Journey I will greatly appreciate the help.

    1. Maryann Matykowski says:

      Hello Dani,

      Check out the series of blog post on the Glad Lash Blog. It’s called “Starting from Scratch”
      It takes you step by step on how to get your business off the ground. I’m sure you will find some great tips and information there.

      Best of luck to you!

  2. Nicolr says:

    Thank you so much for this information!!! Very helpful 🙂
    I’m opening hoping on Feb 1st!!
    Most of my clients are my daughters friends and are probably expecting a low cost as well I’m just starting.
    I’ve save your website on my phone!!
    Thanks again
    Nicole

    1. Maryann Matykowski says:

      Hi Nicole,

      Congratulations on your business. Remember to keep your prices in line with your expertise. Instead of offering discounts, try adding on a product or an additional service as a way to keep your prices set. Once you start discounting, it’s hard to stop. You put in the hard work, enjoy it!

  3. Miranda Rose Fletcher says:

    I am trying to start selling lashes. I need to know the exact steps I need to take. I’m a beginner so can some help a sister out lol?

    1. Maryann Matykowski says:

      Hi Miranda,

      There are many companies who offer samples of products you can try out before you purchase. You can do an internet search for such companies. Take your time and do your research and I’m sure you can find products you may like.
      Hope that helps!

    2. Maryann Matykowski says:

      Hi Miranda,

      There are many companies who offer samples of products you can try out before you purchase. You can do an internet search for such companies. Take your time and do your research and I’m sure you can find products you may like.

      Hope that helps!

  4. Amanda Schaefer says:

    There’s so many different types of volume lashes, what’s the best way to price those? Should there be a set price for “volume” or different prices depending on if it’s 2D, 3D, 4D+, etc.?

    1. Maryann Matykowski says:

      Hi Amanda,

      It can be challenging to get a handle on pricing. Personally, I don’t charge a different price for how many fans I apply. I have a flat fee for Classic and a Flat fee for Volume. Some lash artists charge by the hour. There is no hard rule on pricing. Check what others in your area are charging and if it seems reasonable, then use those prices for a baseline. You can adjust prices as your business grows. Best of Luck!

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