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Inside Sales Series
Your LinkedIn profile is
Your Sales Prospecting D.N.A. ....
Part 1: Your LinkedIn Headline Summary
– From Resume to Value Proposition
David MaloneTrainer| Speaker | Consultant
www.evolve.ie
‘Getting in’ to see new
sales prospects has
changed direction
In B2B sales we
moving from the
age of the cold
caller .....
To the age of the social selling market place!
LinkedIn in particular is fast becoming the
1st point of contact for B2B Sales
Buyers are using
LinkedIn to find
and checkout
potential suppliers
as much as as much as
sellers use it to
find and checkout
sales targets
Some scary LinkedIn factsDaily interactions - 15,000,000,000
Searches - 5,000,000,000
200,000,000 users world wide
In Ireland – 1,000,000 registered users approx
35% use LinkedIn daily
....And buyers use it to find suppliers!
Source factbrowser.com – as at 9/5/2013
However most profiles on LinkedIn read like a poor curriculum vitae!
Often over indulgent, vague on expertise, and generically
written!!
LinkedIn Point
Danger: Don’t copy
everyone else!
Getting your headline summary right will
Help you stand out from the competition
But often it has the opposite effect.
It sends potential buyers in the
direction of your competition
IF YOU WANT TO GET BUSINESS LEADS
FROM LINKEDIN YOUR HEADLINE FROM LINKEDIN YOUR HEADLINE
SUMMARY MUST GRAB ATTENTION!
1. Your headline summary is ...
Don PhillipsPartner, Bury, U.K.
NBC Software Consultants
Current GBH Accountants
Previous Biff Limited
Education
The bit about you that
comes up at the start
Uk.linkedin.com/donphillips12357/8
Education comes up at the start
of your profile
The description of you
if you appear in a key
word search on
One of the 1st
references to you that
will appear on a
general Google search
Poor Example
Dave KellyDirector, Dublin, Ireland
NBC Software Consultants
ABC Training Consultants
Trinity College, Dublin
1. Which profile will you be
drawn towards .. One with a
photo or one with no photo?
2. Dave has described himself
as a director. The question is a
Uk.linkedin.com/davekelly/1235*7/8
Trinity College, Dublin as a director. The question is a
director of what ......
Sales? Marketing? Traffic?
His headline summary is based
on the title the HR dept have
given him. This is of no use to
the potential buyer screening
for a supplier. Drop the
resume approach!
3. There is no description of how he adds value to his
customers ... A wasted opportunity to get the
attention of the buyer.
Your summary is your value proposition!.
• Your headline summary should describe the
value you bring to your customers!
Better Example
Dave KellyB2B Telecoms Expert
Cork, Ireland
NBC Software Consultants
Helping companies in Munster area get the best deals
on phone and data usage. [email protected]
Trinity College, Dublin
1.Decent head shot photograph
2. Job title based on customer
perception of seller’s role
3. Role description based on
results delivered to customers. Key
words included for search
optimisation purposes.
Cork, Ireland
Uk.linkedin.com/davekellytelcoexpert
Trinity College, Dublin
3. Email address included to enable
non 1st tier contacts to engage with
you
3. Public LinkedIn URL address
edited to be consistent with role
description. This address can then
be used as part of Microsoft
outlook digital signature
In Summary
• Think ..... Who are you writing the headline
summary for?
“”If its not working … do something different”
www.evolve.ie
davemaloneinsidesalescoach
