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LinkedIn Social Selling Index – All You Need to Know

By thought-horizon | Jun 10, 2019

The LinkedIn social selling index: what is it?

While some address it as an essential metric of performance on LinkedIn, others find it useless or a mere vanity metric. Where do you stand? Do you use it as an indispensable part of LinkedIn social selling or even know about it?

Well, no matter what category you fall in, we have got you covered. Here are the most vital details of the LinkedIn Social Selling Index that you ought to know. Let’s get going!

First thing first, what is LinkedIn’s SSI score?

LinkedIn describes its social selling index as “one of its kind metrics that indicates the measure of a company’s or individual’s adaptation of the four pillars of selling on LinkedIn on a scale of 100.”

Cutting a long story short, your performance in the four pre-specified pillars is measured on a scale of 25, and the compiled score demonstrates social selling index ranking. A higher value indicates higher social selling expertise (of course).

Why should you care about the LinkedIn SSI Score?

LinkedIn claims that the higher the user’s SSI score is, the better the chances are of that company or salesperson at attaining their sales goals. For example, as per the latest studies, highly active LinkedIn users receive 45% more sales opportunities and are 51% more likely to hit their quotas.

Having said that, a higher score does not guarantee increased sales success, though it does help you enhance your social selling efforts by utilizing cutting-edge tools.

How can you improve your social selling index?

The four pillars that are used to produce your score include:

1) Establishing your professional brand

Make sure you create your profile keeping the customer in mind. Add to it by sharing thought-provoking industry-relevant content regularly.

a) Confirm that your profile is 100% complete.

b) Add and use rich multimedia on your profile, such as videos and presentations demonstrating your expertise.

c) Don’t sideline the importance of a rich cover image.

d) Work to increase your endorsements and recommendations.

e) Publish industry-specific long-form posts regularly.

2) Find the right people

Identify the right prospects, and with advanced search and research tools like Sales Navigator, it is easier than ever.

a) Be active while prospecting via LinkedIn or Sales Navigator.

b) Choose filters wisely. You can include options like seniority, skills, roles, etc.

c) Check up and engage with the ones who check your profile.

d) Keep track of potential leads in Sales Navigator or Lead Builder.

3) Engage with insights

Discover and share updates that encourage conversations to build and nurture the relationship.

a) Contribute at least 10-15 minutes every day to engage with relevant content by liking or commenting.

b) Position yourself as an expert by sharing relevant content or industry updates.

c) Actively seek out engagement within your community.

d) Join relevant groups and be a part of niche discussion groups.

e) Use InMail to foster communication.

4) Build strong relationships

Strengthen your network by connecting and establishing trust with decision makers.

a) Keep building your network.

b) Focus on connecting with decision makers.

c) Don’t shy away from asking mutual connections to introduce you to valuable prospects.

d) Don’t overdo it. Choose strategic messaging over untargeted mass messaging.

Take Home Message

As mentioned already, the validity and usefulness of LinkedIn’s social selling index have been a matter of debate for a long time now. While many claims rest in favor of argument, salespeople should be careful not to be ‘oversold’ on LinkedIn social selling index (SSI). It does not make sense to ignore their ideas but also does not make sense to follow them blindly. Make sure to analyze the effects of each while understanding that not every platform is the same. You may have outstanding results on LinkedIn, but following the same rule on Facebook might not be as fruitful. That said, if you follow LinkedIn’s SSI suggestions religiously, it sure shall reward you with more visibility among the target audience.

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