How to Know If It’s Time to Raise Your Prices
If you've been hesitating to raise your prices, you're not alone. Many spa pros worry about losing clients or coming off as too expensive. But here’s the truth: raising your prices doesn’t mean you’re greedy—it means you’re running a sustainable business. And with rising costs on your end, staying the same can actually cost you more in the long run.
Let’s break it down together.
Table of Contents
2. You’re Fully Booked and Still Saying “Yes”
3. You’re Not Paying Yourself Enough
4. You’re Attracting the Wrong Clients
5. You Haven’t Raised Prices in Over a Year
6. You’re Offering More Than Before
7. You Feel Resentful or Burnt Out
How Much to Raise Prices (and How Often)
1. Your Expenses Have Gone Up
Supplies, rent, utilities—they're all creeping up. If you're absorbing those increases without adjusting your pricing, you're essentially earning less. That’s not sustainable (or fair to you).
2. You’re Fully Booked and Still Saying “Yes”
If your schedule is packed and you’re squeezing in clients during your lunch break or after hours, that’s a clear signal you’re in demand. A price increase can help balance your schedule and your income.
3. You’re Not Paying Yourself Enough
Ask yourself: Would you accept your paycheck if you were an employee? If the answer is “absolutely not,” then it's time to reassess. Your business should support you, not the other way around.
4. You’re Attracting the Wrong Clients
Pricing sets the tone. If you're constantly dealing with last-minute cancellations, haggling, or no-shows, a bump in pricing may help attract more serious and respectful clients.
5. You Haven’t Raised Prices in Over a Year
If it’s been 12 months (or more), your rates may no longer reflect your current skill set, cost of living, or value. Think of a price update as part of regular business maintenance.
6. You’re Offering More Than Before
Added a new modality? Invested in continuing ed? Updated your space? Your service has grown—your rates should reflect that. Clients appreciate when you grow, and many will gladly pay for the improvements.
7. You Feel Resentful or Burnt Out
If you're starting to feel frustrated, depleted, or even dreading your days, that’s a sign something’s off. Sometimes, a pricing adjustment can help restore your energy—and your love for the work.
How Much to Raise Prices (and How Often)
- 3–10% once a year is typical and well-accepted.
- If you’re way below market, consider a flat $5–$20 increase, depending on the service.
- Still unsure? Work backward: What do you need to earn per month to thrive? Then set prices that support that.
And yes—once a year is a healthy rhythm to revisit your pricing. Mark it on your calendar like you would a license renewal.
Tips to Make the Transition Easier
- Give 2–4 weeks’ notice.
- Use a friendly script: “Starting [date], my prices will be updated to better reflect the quality and care of my services.”
- Pair the increase with a small perk. A mini add-on or thank-you note softens the shift.
- Phase it in if needed. Try raising prices for new clients first, then regulars.
Commonly Asked Questions
What if clients push back?
Some might. Here’s a calm reply:
“I totally understand—it’s a big change. I’ve had to adjust so I can continue offering the level of care and attention you expect. I’d love to keep working with you, but I understand if it’s not the right fit anymore.”
Kind. Clear. Respectful. Most people appreciate your honesty.
Can I raise prices on just some services?
Yes. You can absolutely increase rates on select services—especially those that take the most time, require higher supply costs, or are always booked. Start where the adjustment makes the most sense.
What if I already raised prices this year?
You can raise them again—especially if your bottom line still isn’t where it needs to be. Just be transparent:
“Earlier this year, I adjusted my pricing, but with continued increases in overhead, I’ve had to reevaluate again. I hope you understand.”
How do I find out what others in my area are charging—without being awkward?
Try checking local business directories, spa menus online, or booking platforms like Vagaro or GlossGenius. You can also ask in esthetician Facebook groups or local business circles. No need to snoop—just observe what's public and build from there.
What’s the best way to notify clients who haven’t been in for a while?
Send a friendly email update or newsletter. A quick social media post also helps spread the word. For clients who return after a break, gently remind them at booking or during checkout. Most will understand!
How do I mentally prepare if a few clients leave?
This part is real. Remind yourself: not everyone is your client forever—and that’s okay. Releasing clients who no longer fit creates space for the ones who do. Give yourself permission to feel it, then refocus on the bigger picture—a business that supports you long-term.
You deserve to be supported by the business you’ve built. Raising your prices isn’t about being exclusive—it’s about staying sustainable, energized, and available for the clients who truly value your work.
You’ve got this.
Universal Companies is proud to have a team of experienced spa advisors on staff and welcomes you to consult with our professionals about spa products and supplies, including ingredients, equipment, and retail. Dedicated to the success of spa professionals everywhere, we're grateful to be recognized with multiple industry awards (thank you!) and proud to support the spa industry through mentorship and sponsorship.