How to price your nail services for profit

Pricing is one of the most stressful decisions for nail technicians. Charge too little and you burn out working for pennies. Charge too much and clients go elsewhere. Here's how to find your sweet spot.

The pricing formula

Every service price should cover:

Price = (Product Cost + Time Cost + Overhead) x Profit Margin

Let's break this down.

1. Calculate your product costs

For a gel manicure, add up:

• Gel polish used: $2-3

• Base/top coat portion: $1

• Files, buffers (portion): $0.50

• Acetone, cleanser: $0.50

• Disposables (towels, etc.): $1

Total product cost: ~$5-6

2. Calculate your time cost

This is where most nail techs undercharge. Your time has value.

Formula: Desired hourly rate x Service duration

If you want to earn $50/hour and a gel manicure takes 45 minutes:

• $50 x 0.75 hours = $37.50

Time cost: $37.50

3. Add overhead costs

Monthly expenses divided across appointments:

• Rent: $1,500/month

• Utilities: $200/month

• Insurance: $100/month

• Software/subscriptions: $50/month

• Marketing: $150/month

Total monthly overhead: $2,000

If you do 100 appointments per month, overhead per appointment = $20

4. Apply profit margin

You're running a business, not a charity. Add 15-25% profit margin.

Gel manicure calculation:

• Product: $6

• Time: $37.50

• Overhead: $20

• Subtotal: $63.50

• Plus 20% profit: $76.20

Your gel manicure should be priced around $75-80

Pricing different service types

Here are typical price ranges (adjust for your market):

| Service | Duration | Price Range | |---------|----------|-------------| | Basic manicure | 30 min | $25-35 | | Gel manicure | 45 min | $45-65 | | Acrylic full set | 90 min | $65-95 | | Gel extensions | 2 hours | $80-120 | | Nail art (per nail) | Varies | $5-15 | | Pedicure | 45 min | $45-65 | | Gel pedicure | 60 min | $55-80 |

How to raise your prices

If you're currently undercharging:

Don't apologize - You're providing a valuable service

Give notice - Inform clients 2-4 weeks before

Grandfather loyal clients (optional) - Old prices for 30 days

Start with new clients - New pricing for all new bookings

Communicate value - Explain your skills, products, experience

Sample price increase message: "Starting [date], our prices will increase to reflect the premium products and continued education we invest in. Current clients can book at existing prices through [date]. Thank you for your continued support!"

The "competition is cheaper" problem

If clients compare you to cheaper competitors:

• Highlight your value: Better products, cleaner salon, more experience

• Show your work: Quality speaks for itself

• Target the right clients: Not everyone is your customer

• Don't compete on price: Compete on experience and quality

Package pricing

Bundles can increase average ticket value:

• Mani-Pedi combo: Save $10 (encourages both services)

• Nail art package: 4 nails of art at a set price

• Monthly membership: Unlimited basic manis for $X/month

Review prices quarterly

Your costs change. Your skills improve. Review prices every 3-4 months and adjust as needed. The nail techs who struggle financially are usually the ones who haven't raised prices in years.

Remember: You're an artist and a professional. Price like one.