LinkedIns Social Selling Index was created to highlight each user’s social selling performance whilst using it’s platform. Initially the tool was exclusive for members who opted for the premium service Sales Navigator, but LinkedIn have opened their service up for anyone interested to see how well they were performing at social selling. But, what exactly is it?
The Four Key Factors
LinkedIn breaks the index down to four main factors:
Establishing your professional brand
Building your brand on LinkedIn is based on how well you present yourself. Ensure you have a complete profile so everyone knows who you are, your experience and your business. Complete profiles also give you more reach on the platform so your content will perform much better. Content is also a factor for improving your score for establishing your professional brand (as seen above in Orange). Posting highly engaging content, and commenting on well performing posts all help improve your score. LinkedIn states that 92% of B2B buyers are more likely to engage with sales professionals if they are known industry thought leaders.
Finding the right people
This factor is self-explanatory. If you’re searching for and connecting with the right people your social selling will improve. Connecting with people you have little to no interest in communicating with is time wasted. This score also relates to how you use LinkedIn’s tools. If you use a sales navigator, are you saving/ tagging leads and creating lists? Are you filtering your lists to seek out introductions? Most importantly are you taking advantage of who is actually looking at your profile?
Engaging with insights
Insights refers to your professional insight on topics you discuss. Sharing value information to your connections and engaging in trending topics will help establish your credibility in your field. Generating discussions and passing on valuable information to your prospects is also a great way to let them know you care about their success. If you become a trusted source of information more people will listen to what you have to say.
Social selling is all about building relationships. As we mention time and time again at Maverrik, people buy from people. 87% of B2B buyers said to LinkedIn they would have a favourable impression of a salesperson who was introduced to them through someone in their professional network. To many of us, our connections are important to us and their opinions play a vital role in our decision making at times. A large network benefits from the ability to find new prospects and open more doors. Focus on a large pool of decision makers, build upon your relationships with them and continue to grow. That’s how to build this section within the SSI.
Where is my SSI Score?
You can check your SSI score by following this link. You don’t need a Sales Navigator subscription to check your score, all you need to do is Login to LinkedIn and follow the link. What you will see are all four of the main factors and how well you are performing in each. Make a note of what needs improvement and devise a strategy to raise the profile above those others in your industry. At the top right-hand corner of the page you will find how well you perform alongside your connections and competitors.
Some networks have a lower SSI score than others, due to the nature of their business. A software based industry will have a much lower score than a CEO of a marketing and sales business.
How can I Improve my Score?
You don’t need a perfect SSI score in order to make social selling work for you on LinkedIn. Gunning for the 100/100 score isn’t really the point of the Social Selling Index. It’s designed to highlight areas for improvement and provide valuable feedback on your journey with LinkedIn. What you can do to increase your SSI score on Linkedin is review what your activity on LinkedIn is now, set out a plan and review if your changes have made a difference. Your new plan could consist of interacting with your connections more or joining a few groups, maybe connecting with at least ten people per day. Whatever the SSI highlights as a weak point, work to improve your daily activities to reflect that.
If you’d like to learn more you can attend one of our webinars which are designed to make social selling work for anyone.