How to price lash work so you're not working for free

Most lash artists set their prices the same way: look at what the salons nearby charge, then go slightly under.

It feels safe, but it's the reason so many skilled artists work extremely hard and still feel the money isn't enough — because the price didn't come from their own costs.

Start with the numbers you have to know

Before we talk price, you need to know these three things. If you don't yet, log them for two weeks and then come back to this.

1. Material cost per client

Count everything used in one appointment: glue, lashes, under-eye pads, tape, cotton, micro brushes, cleansing foam, gloves.

The easiest way to work it out: take everything you spent on consumables in a month and divide it by the number of clients you saw that month.

2. The real time each client takes

Not just the time holding the tweezers. Include

• the consultation before you start
• setting up and preparing the bed
• the actual work
• clearing up and sterilising
• answering messages, booking and following up

Most artists underestimate by around 40%, because they only count time on the bed.

3. Fixed monthly costs

Rent, electricity, water, internet, equipment depreciation, advertising. Even working from home you still have electricity and depreciation.

The minimum-price formula

Minimum price = material cost + (the hourly rate you want × the real hours used) + a share of fixed costs

Try it with real numbers. Suppose:

• Material cost 150 baht
• You want to earn 400 baht an hour
• Real time, everything included, 2.5 hours
• Fixed costs 6,000 baht a month, and you do 40 clients a month = 150 baht per client

Minimum price = 150 + (400 × 2.5) + 150 = 1,300 baht

If you currently charge 900 baht, you're paying money for the privilege of working on your clients.

Why being the cheapest is a trap

Competing on price has problems you can't see at first.

• You attract clients who choose on price — who will move to someone cheaper the moment one appears. And one always appears, because there's always somebody new pricing lower.
• You have to work more for the same income — which means more tired hands, fewer breaks, and worse work on the last clients of the day.
• You have no budget for good materials — cheap glue means work that drops early, clients who don't come back, and a stronger feeling that you have to cut the price again.
• Raising prices later is far harder — a client who came for 700 won't pay 1,200, even if your work is three times better.

How to raise your prices without losing existing clients

If you know you're priced too low, here's what actually works.

1. Give at least a month's notice By personal LINE message, not a public announcement. Regular clients should hear before everyone else.
2. Give a reason that benefits them For example, moving to a higher-quality adhesive that lasts longer, or allowing more time per client for finer work — not “my costs went up”.
3. Let existing clients book once more at the old price within a month — framed as a thank-you, not an apology.
4. Raise in steps 15–20% at a time, once a year, is better than a single 50% jump after holding out for three years.

In practice you will lose some clients, around 10–20%, which is normal — and usually the group that already took up most of your time.

Price by type of work, not one flat rate

A single price for everything means you lose money on the hard sets and overcharge on the easy ones.

• Full set — full price
• 2-week fill — around 50–60% of the full price
• 3-week fill — around 70% of the full price, because there's more to remove and more to replace
• Over 3 weeks — charge as a full set, not a fill. Explain this to clients at the first appointment.
• Removing another salon's work — always charge separately. It takes time and nobody wants to do it.
• Volume / mega volume — at least 30–40% above classic, because it clearly takes more time and more skill.

Three answers worth having ready

Price questions are coming. Having the answer prepared means you won't discount out of panic.

“Why is it more expensive than elsewhere?”
“That price covers the two and a half hours that make the set last four weeks. Worked out per week, it's really not very different.”

“Can you do it cheaper?”
“This price is what it costs to use materials that genuinely make the work last. But if you'd like to try something first, there's a lash lift at a gentler price.”

“That place only charges 590.”
“I understand. Every salon uses different materials and different amounts of time. If you try it and feel you'd like work that lasts longer, you're always welcome back.”

Notice that none of these says anything negative about another salon, and none of them apologises for the price.

In short

Your price should come from your costs and your time, not from a fear that nobody will come.

An artist who prices correctly has fewer clients but more income, more rest, and many more years in the profession.

Pricing and building an income from this profession is part of the online course opening in October 2026. Sign up now for the launch price.