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4 Steps to Optimize Your LinkedIn Profile for Sales Prospecting

By Candyce Edelen

Unless you're job hunting, your profile is not your resume.

When you’re prospecting for new leads on LinkedIn, it’s crucial to optimize your profile to engage your prospective buyers. Make your personal value proposition clear to your target leads. Show them how they can benefit from getting to know YOU.

You’re not selling your product here, you’re selling yourself as a trustworthy advisor. So make sure that your profile addresses pain points that your target niche is likely to experience. When you shift niches, you can update your profile to make it relevant to the next niche.

So here are 4 steps to follow.

1. Reposition your headline for the specific niche you’re targeting

Your headline is the first thing prospects will see when you view their profile or send them a connection request. It’s on the emailed invitation to connect, and it’s also visible in their list of connection requests within LinkedIn. Your headline shows up whenever they see activity and posts from you in the LinkedIn newsfeed, and it’s also visible when you “like” or comment on their posts.

So turn your headline into a mini value proposition. But keep it professional. I see a lot of headlines on LinkedIn that use emoji and other silliness. Unless you’re selling something that benefits from the silliness, or being a comedian is part of your personal brand, I’d recommend that you keep it professional in consideration of your target audience. 

2. Update your profile summary so your niche will want to talk with you

Your profile summary is the next thing people will read. Anyone you send a connection request to will use it to decide whether they want to connect. Then, when you invite them to get acquainted, they’ll check your profile again to decide if it’s worth their time. So show them how you help people like them. Demonstrate value in the first few sentences.

If you’re a member of our master class, you have access to our templates to help you develop your profile headline and summary. You can download the template from the right sidebar in Lesson 3 in your product library. Lesson 3 also goes into detail about how to compose your profile headline and summary.

I’d also recommend that you review other people’s profiles to see what works and what doesn’t.

3. Maximize the value of your experience

Instead of thinking of LinkedIn as a resume, think of it as a selling tool. Reconfigure the descriptions of your prior work history to demonstrate how it’s connected to your ability to provide value to your target audience.

No matter how varied your background, it got you to where you are today, and it’s valuable. For example, if you were a janitor before you started selling accounting software, talk about how you learned to appreciate the value of working hard and putting quality into everything you do.

4. Make sure your profile is visible

Check your profile settings and make sure that people can see that it’s you when you visit their profiles.

Often, when you view someone’s profile, they’ll notice. If you have a good headline, they might click and visit your profile. That’s a brand impression. When someone I want to connect with has viewed my profile, I immediately send them a connection request. Those almost always get accepted.

So give it a try. And remember, your profile is fluid. Don’t be afraid to update it frequently.

As always, let me know if you have any questions.

To hear the story of how I achieved success with LinkedIn sales prospecting, watch a free webinar where I walk you through my strategy. 

Supercharge your account prospecting

Register here to get email tips on how to use LinkedIn to fill your pipeline with highly qualified leads. 

You’ll learn key steps for a multi-touch process that gets you access at the highest level in your most coveted accounts.  

If you’d like to learn more before signing up, visit this page to get all the details.

This article originally appeared at the PropelGrowth Learning Website.

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Candyce Edelen
CEO at PropelGrowth
Candyce is the founder and CEO of PropelGrowth. She brings more than twenty years of experience in managing technology companies and has founded four companies prior to PropelGrowth. For the past ten years, Candyce has focused exclusively in the capital markets industry, launching two financial technology companies. Now, she helps financial technology vendors improve their marketing strategy, publish compelling content, and drive revenue through marketing and sales enablement. Contact Candyce at +1 970-300-2280.
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Latest posts by Candyce Edelen (see all)
  • 4 Steps to Optimize Your LinkedIn Profile for Sales Prospecting
  • The Reality of Cold Calling for B2B Sales
  • Can Inbound Marketing Generate Enough Leads?

Filed Under: PropelGrowth Blog

About Candyce Edelen

Candyce is the founder and CEO of PropelGrowth. She brings more than twenty years of experience in managing technology companies and has founded four companies prior to PropelGrowth. For the past ten years, Candyce has focused exclusively in the capital markets industry, launching two financial technology companies. Now, she helps financial technology vendors improve their marketing strategy, publish compelling content, and drive revenue through marketing and sales enablement. Contact Candyce at +1 970-300-2280.

Company Profile

PropelGrowth helps companies improve their marketing and sales. We start with in-depth buyer research. Then we develop a marketing and sales strategy and customer-centric messaging. Then we coach your team and help you execute on the strategy by developing thought leadership programs, content for every stage in the buying process, sales collateral, and tools to help buyers buy.

Figure out why and how your buyers buy

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Recent Posts

  • 4 Steps to Optimize Your LinkedIn Profile for Sales Prospecting
  • The Reality of Cold Calling for B2B Sales
  • Can Inbound Marketing Generate Enough Leads?
  • How to Fill Your Sales Pipeline Using LinkedIn for Prospecting
  • Tips from 8 ERP Resellers on How to Leapfrog Your Competition​
  • How to Win 74% of Your ERP Deals
  • Buyer Persona Research, the Key to Niche Marketing
  • 8 Ways a Niche Strategy Improves the Value of Your Practice

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+1 970.300.2280

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  • Home
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      • Acumatica Partner Marketing
      • Integrating PR
      • Creative Design
      • Back
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      • Solving the No Decision Problem
      • Back
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      • B2B Lead Conversion Rates
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