On LinkedIn, your personal profile is the core element of an effective LinkedIn strategy. You cannot be successful selling on LinkedIn if your profile is sub-par. This article gives some key pointers on how to do it right, so read on…

When you target potential clients or customers on LinkedIn, the first place they usually go is your profile. You need to give them something catchy that grabs their attention at a single glance. If they stay, you need to lead them into reading your profile where you have a chance to present your value proposition. This is worth its weight in gold if you do it correctly.

The following profile sections, if completed correctly will convert more of your profile visitors into discovery calls:

Background banner image: We live in a visual world so take advantage of it by putting up a high quality and unique banner image. It can look similar to your website branding, or represent some core concept of value you provide to your customers. Visual branding should be part of your LinkedIn strategy, and the banner is where you do it.

The banner image at the top of your profile is a great place to brand yourself. LinkedIn’s stock photos are pretty well-worn, so I recommend getting one from a stock photo service. Contrast and color matching with your headshot photo is important. For example, if you are wearing a black suit, a lighter color banner image can work well and make your photo pop out. Or you might want to go with a dark banner to emphasize the serious nature of your work, such as law or Internet security. I recommend against adding logos, avatars or anything like that.

The Summary is your place to shine. It’s where you tell your value story. What differentiates you from your competitors? What types of customers do you work with? What disqualifies a potential candidate from working with you? Is there a quote you particularly like that represents what you’re all about? This is your chance to make a great impression, so state things clearly and use up as much room as you need and the keywords that people search for to find you.

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Recommendations are very important. Recommendations from past colleagues, clients and customers, etc. are all critical for social proof. This supports why a potential customer might want to do business with you. They are like mini case studies that create momentum for prospects to engage with you.

Getting solid recommendations is an essential part of a strong LinkedIn strategy. Ideally these should be in the words of your clients. Three to five recommendations is a good range.

If you have published online or offline, the publications section is the place to list these. Publishing is important in many circles (law or science, for example), and it is good to list papers, articles, films, interviews and other content you’ve originated or co-authored.

For an effective LinkedIn strategy aimed at selling to ideal customers, you need to have a strong profile. Hopefully, these suggestions will help you optimize your profile and generate more business.

The right LinkedIn strategy can help boost your sales. To get you on track to beat your sales targets check out these professional LinkedIn lead generation services.