What to Say When a Client Questions Your Rate (and How to Keep Your Cool)

It’s Okay to Feel Shaky—But It’s Time to Stop Guessing

You’ve poured your heart, soul, and hard-earned money into your craft. You've taken the advanced courses, sourced the best products, and your work is flawless. But then it happens: A client, who just seconds ago was raving about your work, pauses, looks at the price, and says, "Hmm, that's more than I expected." Instantly, your confidence—the kind that makes your hands steady and your work beautiful—plummets.

Your mind races: Did I overcharge? Should I offer a discount? Maybe I’m not good enough. Sound familiar? Every ambitious beauty pro, especially lash artists, has been there. That moment of price hesitation feels like a personal rejection, leading to what we call emotional pricing—the dangerous habit of setting your rates based on fear instead of profit margins. You are an artist and a business owner, and it's time to handle these moments with the grace, confidence, and financial clarity your luxury brand deserves. Stop letting one hesitant question lead to burnout and inconsistent income. Let's dig into how you can not only handle this gracefully but also own your value.

The Root of the Fear: Why We Shrink Back

The truth is, your client’s hesitation often has less to do with you and everything to do with their budget. But because we invest so much of ourselves into our work, it feels personal. This is where many talented artists start to undercharge. They think, "If I lower my prices, I’ll book more clients and avoid that awkward conversation." But that's a fast track to unprofitability and a business that’s just spinning its wheels.

When you price emotionally instead of strategically , you're failing to protect your energy while increasing your income. You have real costs: the price of premium lashes, adhesives, your beautiful studio, and the cost of your time. When you can’t clearly and confidently justify your rate, you signal that even you aren't fully convinced of your value. Mastering client objection handling starts with mastering your numbers. When you understand your full product costs and desired profit, a client’s question no longer feels like a critique—it’s just a request for information. Your price doesn't just determine income—it shapes your brand, confidence, and energy.

Step 1: Handling Price Objections Gracefully (It's a Conversation, Not a Confrontation)

When a client questions your rate, don't rush to defend, discount, or apologize. This is a crucial moment for confidence recovery. Take a deep breath. Use a soft, understanding tone, then pivot the focus back to value.

Here's an example of what to say when a client questions or hesitates about your rates:

The Client: "That's a little pricier than my last set. Why is that?"

Your Confident Response: "I completely understand you're watching your budget, and I appreciate you asking. The difference really comes down to what goes into your service. For instance, I only use top-tier, cosmetic-grade adhesive, which significantly reduces the risk of irritation and improves your retention. More importantly, your service includes a detailed mapping and a full two-hour session, ensuring we achieve a look that is perfectly tailored to your eye shape and is totally safe for your natural lashes. My goal is for you to wear beautiful lashes that last, not just for a few days, but until your next fill. That level of quality and care is reflected in the investment."

Notice how you didn’t just say, "Because I'm better." You spoke specifically about product quality, customization, and long-term results. This is the core of an effective client objection strategy for any lash tech price objection. You educated them on the exclusivity of your service, transforming the moment from a debate about cost into a clear discussion about superior value.

Step 2: The Silent Confidence Strategy

Confidence isn't just what you say; it's how you hold yourself. People don't buy services—they buy confidence. For any beauty professional who wants to stop being paralyzed by price hesitation, you need a mindset shift. Your pricing is not a random number you pulled out of thin air; it’s a reflection of your expert skills, your continued education, your premium supplies, and your ability to deliver an outcome that others simply can’t.

To build this silent confidence, you need to operate from "profit-first thinking". This means using a simple formula to ensure your price covers your product costs, your overhead, and your desired hourly rate.

• Confident pricing creates trust.

• Low prices make clients question quality.

• Pricing is positioning—don't price where you are, price where you're going.

  
  

When you realize your pricing is a tool for positioning your luxury brand, you stop apologizing for your prices and start setting the clear boundaries necessary to attract clients who see your value and respect your prices.

Ready to Finally Stop Guessing and Start Growing?

You are a luxury professional, and your prices should reflect that. It’s time to move past the fear of rejection and embrace the clarity that comes from understanding your worth. When you stop seeing your client’s question as an attack and start seeing it as an opportunity to educate and showcase the premium nature of your service, everything changes.

Ready to transform your inner dialogue and establish clear, unwavering boundaries around your pricing? We’ve created a roadmap just for you.

Download our Mini Guide: How to Charge Your Worth today. It's packed with a simple profit-first formula , proven strategies, and a step-by-step framework to help you understand your numbers, articulate your value, and recover your powerful confidence every time a rate is questioned.

Download Your Mini Guide and Master Your Worth!