Daniel Disney - The Ultimate LinkedIn Sales Guide

You want them to be impressed or intrigued. This is what I will help you achieve in this chapter.

The first thing I will do when I'm training a sales team or business on LinkedIn is a full team profile audit. My complete checklist is a bit longer and slightly more complex, but here is a good starting point to see how your profile currently rates in its optimisation:

Do you have a professionally taken headshot?

Do you have a professionally created LinkedIn banner that tells people what you do in an engaging way?

Does your headline tell people what it is that you do?

Is your profile summary close to the 2,000‐character limit?

Is your profile summary focused on your ideal customer and not on you?

Does your profile summary have your contact details included?

Does your profile summary have strong relevant media attached to it?

Are your skills listed to include the most relevant ones in your top three?

Do you have more than five recommendations on your LinkedIn profile?

Seventy to 80% of people that I train have none of those things, with a small percentage having four or five of them. I can count on one hand how many people I've met that have had all of them ticked.

During one of my corporate training sessions recently, before I taught them how to optimise their profiles, I asked the group how many thought their LinkedIn profile was good. Eighty per cent of the group said they thought that theirs was currently good.

After I delivered the profile training, I asked the same group the same question: Do you think your current profile is good enough?

Eighty per cent said no, it wasn't.

By the end of this chapter you'll know exactly what you need to do to fully optimise your LinkedIn profile. When you've applied my advice, you'll be able to tick all of those boxes and more.

Once you've optimised your LinkedIn profile, the next thing you want to start doing is looking at WHO is viewing it …

One of the most amazing features on LinkedIn (and it's one of the free features) is that you can SEE who is viewing your LinkedIn profile.

On a free LinkedIn account you can only see the most recent four people who have viewed your profile.

If you are new to using LinkedIn consistently, this should be more than enough for you for the first few months. However, once you start to grow your audience and connect to people on a larger scale, this is one of the features of LinkedIn Premium or Sales Navigator that really justifies the cost. With upgraded accounts you can see EVERYONE who has viewed your profile, which holds a lot of business and sales potential.

A percentage of people viewing your profile will be potential prospects. They will be drawn to your profile by searching for your product or service, by hearing your name from someone, by being referred to you, by coming across your content or your personal brand. They may then find you on LinkedIn and read your profile (which is why it is so important that you have the best possible profile!).

Own your profile views, keep on top of them and make this a solid part of your sales day alongside all your other key sales activities.

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