Post Link: LinkedIn Optimization Tips for Sales Reps

LinkedIn Optimization Tips for Sales Reps

So you're not a LinkedIn “all-star.”

You know that you should probably optimize your page with a great photo, fill in as much profileinformation as you can, and maybe even join a few relevant LinkedIn Groups, because peoplesay it’s important. Ultimately though, beyond all the hype about LinkedIn as a great networkingtool and the talk about creating a “personal brand,” the thought of LinkedIn optimization seemseven less rewarding than watching paint dry.

Contrary to popular belief, LinkedIn isn’t necessarily just a tool for those looking for a new job. Itcan actually be a very important part of your success, especially if you’re concentrated onmoving into new sales territory, mining new contacts, and attracting buyers. Accordingto Business Insider, 73% of salespeople using social media outperformed their more traditionalcounterparts. And the most effective platform? LinkedIn.

Say you meet a buyer at a trade show. They haven’t committed to making a purchase yet, butyou plan on following up with them after the show. These days, one of the first things people doafter making a new business connection like this is look up the other person’s profile onLinkedIn. If that buyer wants to know a little bit more about your professional background andyour brand, what do you want them to find online?

In your day-to-day interactions with customers, you’ve probably realized that you’re able to keep

those customers by virtue of the fact that you’ve earned their respect on some level. They trustyou and they’ve gotten to know you. It works the same way on LinkedIn, and your profile is yourfoundation. Your LinkedIn profile should communicate the trust and respect you’ve earned aswell as the knowledge and experience you’ve gained throughout your career. Here are sometips on how to craft a LinkedIn presence that will help you win business.

1. Know your target.

Create your LinkedIn profile with your target in mind––customers and prospective buyers. Whatkinds of information do they want to see? Get specific, and include information about thebrand(s) you work for. Can you share any stats about your sales performance, for instance thatwould indicate that your brand is successful on the shelves?

2. Focus on a great summary.

The profile summary is like your first impression––it should clearly indicate why a buyer shouldwant to talk to you. How do you provide value to your customers? How much experience do youhave in your industry? What territories have you worked in? Have you won any awards oraccolades? What kind of knowledge can you bring to the table?

3. Go for impact, not length.

Coming off that last point, some people think that the best way to create a strong LinkedInprofile is to pad it with a ton of information and writing a mile-long summary, but doing that willjust turn people away. Let’s face it, our 21st Century attention spans are short. Be detailed, butdon’t write an essay. Tighten your copy and go for impact.

4. Be an active presence.

Join relevant LinkedIn groups to stay abreast of what retailers care about and the issues facingyour industry. You can post content, join discussions, or simply use it as a platform to learn.This doesn’t mean that you have to join fifteen different groups. Just concentrate on a couple ofgroups that prospective buyers may be participating in, and either build a presence there, or upyour “social listening” skills to gauge what kinds of trends are hitting your market.

5. Collect endorsements and recommendations.

This is one of the best ways to build credibility on LinkedIn, whether they’re testimonials fromyour supervisors or maybe even your closest customers, or simple “endorsements” for certainskills. One of the best ways to get endorsements is to endorse your colleagues for skills youbelieve they excel in. The reciprocity principle will often lead them to your profile to return thefavor.

6. Include contact information (and a call to action).

It’s amazing how many people don’t actually include their contact information on LinkedIn. If

your goal is to make new connections, why wouldn’t you give people a way to get in touch withyou?

Also, don’t forget to include a call to action. If you want new contacts to get in touch with you,encourage them to do so.

In sum, a great LinkedIn profile can be a solid foundation from which to expand your sphere ofinfluence. How many hours a year do you spend at conferences and trade shows to expose asmany people as possible to your product? LinkedIn is a great way to build off of those in-personinteractions, and continue the conversation online.Post originally located at: https://www.handshake.com/blog/linkedin-optimization-tips-for-s-les-reps/

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