The recent Linkedin IPO signified that this is one social networking site that isn’t going anywhere but many professionals, sales people included, still seem to wonder exactly how to use Linkedin for their benefit. My advice is simple: use Linkedin as a platform to display your career accomplishments and establish yourself as a leader in your field. Your Linkedin profile should be a valuable part of your selling process, if only because a potential client or prospect may visit it to connect with you and realize that they are dealing with a true sales professional. Here are four quick Linkedin profile improvements you can make today:

1. Add a Picture (as Long as it is Professional)

When you attend a conference or networking event, do you keep a bag over your face until you’re sure you want to speak with someone? Or would you show up to the conference like you would if you were heading out for a night on the town? Both scenarios might sound ridiculous, but this is how many Linkedin users treat their connections on Linkedin. Including a professional photograph on your Linkedin Profile is necessary for building trust and establishing yourself as a serious professional in the eyes of contacts and clients who may connect with you on Linkedin.

2. Write an Eye-catching Headline

Think of your profile headline as you would about the objective on your sales resume. Here is your opportunity to describe what you do and why you are good at doing it! Do you have a specific designation or degree that is recognized in your industry? Be sure to include it in your headline. Do you have many years of experience in a specific industry niche? Make that clear in your headline. Use your headline to differentiate yourself from others in your industry at a first glance and to show why you are worth connecting with.

3. Complete a Summary

Many Linkedin users choose to leave this space empty and jump right to their experience. What they don’t realize is that they are missing another opportunity to establish themselves as experts in their fields. Use your summary to expand on the particular expertise that you established in your headline, as well as to describe the work you are doing currently. If you are using Linkedin to network with potential clients, be sure to mention your company or product’s value proposition and selling features. 

4. Provide Detailed Position Descriptions

When setting up a Linkedin profile it can be tempting to simply list your past roles rather than elaborating on your work. Always remember to treat Linkedin as an opportunity to sell yourself, so just as you would on a sales resume, be sure to describe:

• your role and responsibilities;
• what kind of customers you sold to;
• any sales awards or other sales achievements

Finally, be sure to approach current and past colleagues and clients for a recommendation of your work with them for each of your recent roles. Featuring client testimonials in your profile establishes your professionalism and expertise and is a great way to build trust with prospects.