Guest Post by Emma Snider – Staff Writer, HubSpot Content

Much of the conversation around social selling focuses on the activities salespeople should be doing on social networks, such as connecting with prospects, joining and participating in relevant industry groups, and keeping up with blogs.

But equally as important as doing social selling activities is being a social seller. To truly be considered a social salesperson, reps must project an image of a resource who is knowledgeable about their buyers’ business issues.

Think about it. What’s the first thing an executive thinking about doing business with you will do to determine if you’re trustworthy? Look at your LinkedIn profile. And if it’s written like a self-congratulatory resume or is woefully out-of-date, you can kiss that prospect goodbye.

The following infographic from HubSpot provides a section-by-section guide on how to optimize your LinkedIn profile for social selling. Some key takeaways:

  • Picture: First of all, have one. The more recent, the better.
  • Headline: Don’t just list your title and company. Follow the convention “I help [target market] with [problem] by [value proposition].”
  • Summary: Three paragraphs with no more than three sentences each. Focus on the results you enabled for clients instead of your personal victories.
  • Recommendations: Seek endorsements from customers after you’ve worked with them for six months.
  • Groups: Join at least three groups your target buyer would be a member of, and participate in them.

Inspired to give your LinkedIn profile an overhaul but short on time? Not to worry — the HubSpot Sales blog is giving away 50 free LinkedIn profile makeovers this month. Click here to enter and learn how to increase your odds of winning.