It's all about providing value in gradual increments.
You need to have some sort of way to provide value beforehand.
How many people purchase a house online?
Not many.
Let's face it, no consumer is pulling out their credit card and buying a $120K product of anything online.
House, car, boat, helicopter, trip, whatever.
Doesn't matter what it is.
Like a house, this is a sizable investment.
A customer must be sure, and with a very high level of desire (since the cost in time + opportunity cost + financial cost is high)
and they simply need more involvement and knowledge before they purchase.
it has to be done face-to-face.
How I would do it is,
Find target market + their main needs -> invite to some sort of free or low cost seminar/event that exemplifies those needs -> sell smaller, cheaper weekend trip to warm up people $1k-5k that solidifies those needs -> sell the $120k package as the top finale
With my limited knowledge, I assume your target market is looking for
adventure/luxury/connection/mastermind with other top business people
Most likely Male, 25-45,
over 500K in annual income
Just have to find those people and get them to an event
OR
Partner up with someone already hosting events with that target demo,
and offer your 'free/low cost event'
Maybe a "yacht party" or something
TL;DR
-Can't just ask for the big sale when they don't know you.
-Have to develop a value in their mind first,
-give them the idea that it will be well justified
You need to have some sort of way to provide value beforehand.
How many people purchase a house online?
Not many.
Let's face it, no consumer is pulling out their credit card and buying a $120K product of anything online.
House, car, boat, helicopter, trip, whatever.
Doesn't matter what it is.
Like a house, this is a sizable investment.
A customer must be sure, and with a very high level of desire (since the cost in time + opportunity cost + financial cost is high)
and they simply need more involvement and knowledge before they purchase.
it has to be done face-to-face.
How I would do it is,
Find target market + their main needs -> invite to some sort of free or low cost seminar/event that exemplifies those needs -> sell smaller, cheaper weekend trip to warm up people $1k-5k that solidifies those needs -> sell the $120k package as the top finale
With my limited knowledge, I assume your target market is looking for
adventure/luxury/connection/mastermind with other top business people
Most likely Male, 25-45,
over 500K in annual income
Just have to find those people and get them to an event
OR
Partner up with someone already hosting events with that target demo,
and offer your 'free/low cost event'
Maybe a "yacht party" or something
TL;DR
-Can't just ask for the big sale when they don't know you.
-Have to develop a value in their mind first,
-give them the idea that it will be well justified