The $150 vs. $65 Service: 5 Ways to Articulate the Value That Justifies the Gap
- Ronella Sabado
- Nov 1
- 4 min read
Hey love, let's talk. You’re talented, you invest in the best education, and your clients leave feeling incredible. Yet, you’ve hit that painful wall: a client is comparing your exquisite $150 volume set to a $65 deal down the street. It’s a gut punch that makes you doubt everything. If you're tired of guessing your prices, struggling with client retention, and feeling like you’re constantly undercharging just to compete, I see you. This isn't about being "expensive"—it's about building a solid, profitable business where your prices actually reflect your value. Let's move past emotional pricing and start confidently owning your numbers, because you deserve consistent income for your artistry.
1. The Hard Truth: Your Costs Aren't Just Glue and Lashes (Profit Margins)
The biggest mistake ambitious beauty professionals make is what we call "emotional pricing." You look at the $65 your competitor charges and think, "I need to be close to that." But what is that $65 service actually covering? Almost certainly, not everything it should.
The $65 Price Tag is a Red Flag for Burnout.
Your cost to perform a service isn't just the literal product cost (like the lash trays and adhesive). It needs to cover your fixed costs (rent, utilities, insurance, software, taxes) and your time. If you break down a 2-hour, $65 service, the hourly rate barely covers minimum wage after overhead. This leads straight to burnout and the feeling that you’re overworking yourself for minimal return.
A premium price ensures you are using high-end, retention-boosting products, allowing for a relaxed, custom experience, and—most importantly—it pays you a proper professional wage. To articulate service value, you must first truly believe your price is rooted in solid business math, not just a wish.
2. Beyond the Fill: The Value Perception Guide to Your Luxury Experience (Client Retention)
The pricing gap between $65 and $150 isn't about the lashes themselves; it’s about the value perception of the entire experience. Your high-end clientele isn't just buying lashes; they are buying peace of mind, consistency, and a luxury outcome.
Think of it like this: are you selling a commodity or a custom solution?
The $65 Service is Selling... | The $150+ Service is Selling... |
Speed: Rushing to fit more clients in. | Time: Unhurried artistry and consultation. |
Product: Cheapest available supplies. | Longevity: Premium, flexible, retention-focused products. |
A Transaction: Just a service done. | A Transformation: A personalized, luxury self-care ritual. |
Guesswork: Little to no true consultation. | Clarity: Advanced skill, custom mapping, and guaranteed result. |
To stop losing clients to cheap competitors, you need a confident guide that elevates your service. The quality of your glue is a given—the fact that you use a $150 proprietary mapping technique that takes three years of education to master? That’s the difference. This shift is key to justifying high prices.
3. Five Confidence Pillars: Articulating the $85 Value-Add
When a potential client asks about the price difference, you need to deliver a soft, trustworthy, but confident and results-driven response. This is your chance to pivot the conversation from cost to investment. This is your Mini Guide on How to Charge Your Worth.
Use these five points to clearly explain the difference between a $150 service and a $65 one:
Safety & Health as a Standard: "My price includes the use of cosmetic-grade, low-fume adhesive and a multi-step isolation process that protects your natural lashes from damage. The $65 service simply cannot afford this safety measure."
The Retention Guarantee: "I use top-tier, flexible lash fibers that are designed to last two to three weeks longer than basic materials. You're paying for better retention, which means fewer appointments and lower long-term cost for you."
Advanced Skill and Custom Design: "The extra cost covers my advanced certification in Volume and Mega Volume. I don't use a 'cookie-cutter' set; you're receiving a custom design tailored to your eye shape, lifestyle, and facial structure. That is an artistry investment."
The Luxury Experience: "My appointments are 30 minutes longer than average to allow for a full, unhurried consultation, a lash bath, and a comfortable, private experience. You are buying time back and a true self-care escape."
Long-Term Results, Not Short-Term Fix: "A lower price often means an inexperienced artist. My track record and five-star reviews mean you get consistent, flawless results every time, eliminating the 'lash roulette' and costly fixes later on."
This guide is rooted in real business struggles (product quality, time investment) and immediately reframes your service as an intelligent, long-term choice.
Ready to Stop Undercharging and Start Building a Fortune?
The most talented beauty professionals are also the most burned out because they’ve never truly understood their numbers. Clarity leads to confidence, and confidence leads to consistent income. You have the artistry; now it's time to build the systems that protect it.
Stop doing the expensive, skilled work for a low-end price. We help beauty professionals just like you transform their businesses from busy to profitable with clear pricing, retention strategies, and a luxury-focused mindset.
Ready to finally understand your profit margins, increase client retention, and eliminate the anxiety around raising your prices?
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