Since I began my social selling journey at Sales for Life, my SSI has gone from 63 all the way to 96! While there are opinions around the validity of LinkedIn’s Social Selling Index Score, I can definitively say my SSI does accurately reflect my progression as a social seller. I am now at the point where my network is growing rapidly, I’m connecting with the right people, and creating new opportunities from social on a weekly basis.
What is the LinkedIn Social Selling Index Score?
The LinkedIn Social Selling Index was created as a formula to quantify how well your team has embraced social selling on a scale from 1 to 100. According to LinkedIn, social sellers create 45% more opportunities than peers with a lowers SSI, and they are 51% more likely to achieve quota. LinkedIn also states that 78% of social sellers outsell peers who don’t use social media.
The SSI is calculated using the following 4 parameters (and here’s what they actually mean):
- Establish your professional brand – How complete is your LinkedIn profile?
- Find the right people – Are you using Advanced Search function or Lead Builder to identify prospects?
- Engage with insights – Are you sharing content & engaging other people’s posts?
- Build relationships – Are building relationships with senior leaders & decisions makers?
12 Ways To Increase Your SSI
Establish your professional brand
1. Fill out your profile to 100% completion (All Star) - including summary, headline, job title, experience (complete with job duties & descriptions, projects, certifications, education, volunteer work, skills & endorsements, etc.
2. Make sure you have a professional looking profile photograph – doesn’t have to be a headshot from a professional photographer (here’s what to avoid).
3. Ensure all of the content in your profile is geared towards showcasing the value you bring to potential buyers. LinkedIn is no longer an online repository for resumes, so your resume must speak to your buyers. For creating a picture perfect LinkedIn Profile, reference the Ultimate Cheat Sheet.
Find the right people
4. If you have the free version of LinkedIn start using keywords and Boolean operators when conducting an Advanced Search on LinkedIn to ensure you get the most accurate results for new prospects.
5. For LinkedIn Premium users, utilize the different filters available in Advanced Search to easily access senior leaders & decision makers within an organization. Also take advantage of Saved Searches for trigger based selling, so you get weekly or daily updates on new prospects.
6. For LinkedIn Sales Navigator users, the Lead Builder takes advanced search to a whole new level. It allows you to use any filter you want to locate prospects within an organization, and then save those leads in one place under the named account.
Engage with insights
7. Start engaging by through liking & commenting on content that your connections are sharing in your home feed on a daily basis – share your professional knowledge and prove you’re a subject matter expert.
8. Share your own company content and third-party content with your connections, through inmails, and within your industry-specific groups. Your buyers are searching for answers to their problems, so share key insights to get onto their radars.
9. Begin publishing posts directly to LinkedIn Publisher. It’s one thing to share content other people have created, but publishing posts are great way of showcasing your expertise to the market.
10. As Jill Rowley phrases it, “Always Be Connecting!” this is especially true on LinkedIn. After having a two-way engagement with a prospect, be sure to add them as a connection to your professional network.
11. Connect with multiple senior leaders and mobilizers within each account you’re going after. Why limit your chances of penetrating a new account by only connecting with one stakeholder?
12. Nurture your connections by actively following their LinkedIn activity, engage the content they share, and make an effort to touch base with them on a weekly or monthly basis. Prove you have an interest in them!
Regardless of how important you perceive LinkedIn’s Social Selling Index Score to be, making efforts to increase it will only translate into more sales opportunities. If you’re practising any of the above points on a daily basis, you’re well on your way to becoming a better social seller.