4 Ways to Enhance Your LinkedIn Profile Headline (Part 2 of 3)

VengresoBlog Post 4 Ways to Enhance Your LinkedIn Profile Headline (Part 2 of 3)
LinkedIn Profile Headline Tips_M3Jr Growth Strategies

4 Ways to Enhance Your LinkedIn Profile Headline (Part 2 of 3)

Your LinkedIn profile headline is an opportunity to grab the attention of your prospects and draw them to view your profile. Many sales reps miss this opportunity because by default, LinkedIn pulls in your current job title, which doesn’t hook anyone’s attention. Your buyer doesn’t care that you’re an Account Executive. Using your job title as your headline is me-focused and everything about your profile should be buyer-focused.

Sales leaders, sales reps, and marketers still need help creating the perfect buyer-centric profile. Regardless of how many LinkedIn profile transformations we perform, we always receive remarkably similar questions when it comes to creating a LinkedIn profile headline:

  • What are the key elements?
  • How can I communicate instant value?
  • Can you provide any tips?

Look no further! Here, we’ll provide a step-by-step approach to help you attract more clients via your headline!

Do you know how to improve your #LinkedIn profile headline? #SocialSelling #Sales @M_3jrClick To Tweet

The topic of creating the perfect buyer-centric LinkedIn profile contains so many aspects that we had to break it into three different articles. If you missed it, Part 1 of Creating a Buyer-Centric LinkedIn Profile focused on building trust through a proper photo. According to a LinkedIn eye-tracking heat map study, your photo is the most looked at spot by viewers. What’s number two?

Your headline!

Naturally, eyes drift from your photo to your headline. So how do you enhance your LinkedIn headline to entice your potential buyer to click into your profile?

A Buyer-Centric Headline

The first lesson for a sales rep or a marketer wanting to use their LinkedIn profile as a lead magnet is:

Don’t Do ¡˥∀WɹON

Your competitors (the normal sales rep) simply use their current job title for their LinkedIn profile headline! And whenever they ask, we tell them, “#YourBrandSucks!

Your potential buyers don’t care about your title. More importantly, they can be instantly turned off when they see “Sales Account Executive” or “Account Manager.” Why? They now see you as “just another salesperson trying to prospect.” Don’t let #YourBrandSuck!

Remember, if you’re happy in your current position, then your LinkedIn profile should not be viewed as your resume. Instead, view it as a buyers’ resource page and then secondarily, as your personal branding page. Of course, after today, you won’t do ˥∀WɹON because you’ll understand that your objective with your LinkedIn profile headline is to showcase who and how you help in 120 characters or less. Additionally, if you can, try to include your company name in the headline as well. Further down, we’ll review some examples to reveal how these elements come together.

Your objective is to create an enticing profile that addresses the specific challenges of your potential buyer. This is a key element of our Ultimate Guide to LinkedIn Profiles for Sales Professionals. Your buyers are searching for solutions to their business problems. When your LinkedIn profile addresses their concerns, you’ll gain more appointments. But first, they have to click through to your profile.

Your headline allows you 120 characters to show your potential buyers how you’re going to help them. With a professional headshot and a buyer-centric headline that shows who you help and how you help, you’ll entice more visitors to your profile. This is one of the trigger events we cover in our online Selling with LinkedIn training. Watch this video to see why your LinkedIn profile is so important if you are in sales.

Writing a LinkedIn Profile Headline

Your headline should be an irresistible Call-to-Action that shows:

  1. Who you help
  2. How you solve their problems
Your #LinkedIn Profile Headline should show WHO you help & HOW you help! #SocialSelling #Sales @M_3jrClick To Tweet

If you’re not able to convert potential buyers to connections upon entry into your LinkedIn profile, then we’ll address that in Part 3 of this series. But right now, your goal is to get them to click through and give your profile a fighting chance to create further engagement. Remember, you want to turn your profile into a lead magnet. So let’s create your headline now!

Elements of a Buyer-Centric LinkedIn Profile Headline

A buyer-centric LinkedIn profile headline contains:

  1. Power verb
  2. Keywords for search optimization
  3. Identifies your target audience (Who you help)
  4. Communicates value (How you help)
  5. Your company website without the “www” (if there’s room)

Now, your potential buyers have the information they need to make a decision if they want to see more. Don’t forget, you only have 120 characters. Make sure you’re economical with your words and you completely understand what problem you solve for your targeted buyers.

LinkedIn Profile Headline Tips for Sales Reps

Look at what other, “normal” sales reps are writing in their headline:

  1. Global Account Manager at Company ABC
  2. B2B Account Executive – West Coast at Company XYZ
  3. Internet Marketer

Now say it with me: “Don’t do ¡˥∀WɹON”

Here are some examples of some of the clients who have gone through our LinkedIn Profile Transformation and now have amazing LinkedIn profile headlines:

  1. Delivering an Infrastructure Refresh Strategy so You Can Stay in Control of Your IT Lifecycle Management | Cisco Capital
  2. Supporting Enterprises in IT cost reductions & Licensing Optimization Support | Sales Director | NPIFinancial.com
  3. Helping Businesses Lower Indirect Spending Through Discounts with Our GPO Programs & Procurement Expertise | CenterPoint
  4. Providing Management Consulting to Accelerate IT Transformation for Leading Organizations | ThinkWGroup.com
  5. Empowering Sales Leaders, Reps and Small Businesses to Connect with Modern Buyers Through Social Selling | Vengreso

Now ask yourself do the above examples contain:

  1. Power verb:
    • The Answer: Yes ✔
  2. Keywords for searches within LinkedIn and for Google
    • The Answer: Yes ✔
  3. Identifies the Target Audience (Who they help)
    • The Answer: Yes ✔
  4. Communicates Value (How they help)
    • The Answer: Yes ✔
  5. If enough room – Displays the Company Website (without the “www”)
    • The Answer: Yes ✔

Create Your New Headline

When writing your headline, the best technique is to open a new Word document or Google doc and make a shortlist of words and phrases for each element (power verbs, keywords, who you help, and how you help). If you’re wondering what power verbs are, copywriters use persuasive verbs to trigger a response. Some examples are: deliver, help, advance, enhance, expand, and empower.

Next, create three different headlines that fit the criteria above. Make sure to keep track of the 120-character limit! What we’ve found is that when you’re stuck on one, it’s best to start a new headline. This technique has helped many of our trainees find words or phrases they can cut or help them come up with a new way (and shorter way!) of saying something.

If you missed Part 1, we revealed the tips to building trust through your LinkedIn profile picture. Want to convert potential buyers to connections upon entry into your LinkedIn profile? We’ll address that in Part 3 of this series. Don’t forget to subscribe to our email list to be the first to receive it!

P.S. If you feel overwhelmed… “Don’t do ˥∀WɹON!” Learn how Selling with LinkedIn Training can help you increase connections with decision-makers and build more sales pipeline. Or, click the banner below to discover how to build relationships with senior marketing leaders!

On Demand Webinar - Sales

Mario Martinez Jr.

Mario is the CEO and Co-founder of Vengreso. He spent 84 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018. He was named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional, Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant, and was recognized in 2019 as one of the top Social Media Leaders by The Social Shake Up. As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem.  Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., Entrepreneur and was formerly a contributor to the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, Cisco and many more. He is also known to open a speech with a Salsa dance. Follow him on YouTubeLinkedIn, or on Twitter.

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