Social selling is one of the fastest growing trends in business right now, so if you haven’t already gotten on board, it might be time to do so. LinkedIn’s Social Selling Index measures the extent to which individuals are using social media to promote themselves, their companies, and their brands—and if you’re thinking of upping your game in this arena, consider these tips on how to improve your LinkedIn Social Selling Index score.
The Social Selling Index is LinkedIn’s way of showing how likely you are to make an impact on a sales organization through your social presence. It looks at your profile, connections, and activity on LinkedIn and then gives you a numerical score. It’s also a quick-and-easy measure that many companies use as part of their hiring process.
By making sure your profile is up-to-date and your activity regular, you can boost your LinkedIn SSI score and move ahead in a competitive hiring field. If nothing else, checking out your SSI will give you something concrete to discuss with hiring managers.
Before you can improve your SSI score, you’ll first need to find it. Login to your LinkedIn account. The LinkedIn Professional column in your profile displays a score out of 100. Although most people have a higher score than 50, there are some circumstances when yours might be lower.
For example, if you’re new to this social media platform or aren’t connected with many professionals outside of your immediate network, your score will likely fall between 20 and 50. The average SSI score is between 60 and 69.
There are four elements to a good LinkedIn SSI score. LinkedIn's SSI tool calculates these four factors to come up with your SSI score:
Each factor is worth 25 points. All points combined add up to a 100. Based on these, LinkedIn calculates a final score.
On average, sales professionals and social selling leaders enjoy a LinkedIn SSI score of between 90 and 100. They use their networks strategically at least three times per week—but don’t stress; social sellers know it takes time to achieve a good SSI score!
LinkedIn's SSI shows you how frequently you share or comment on other people’s content, as well as how often you follow others who interact with your company. Basically, it helps demonstrate how active you are in engaging with social media.
The index is primarily used by salespeople—specifically, it helps them determine whether or not a given account needs more attention and interaction before a sales pitch can be made.
If you have a lower SSI score, you could be perceived as uninterested in meeting new people and cultivating new relationships—in other words, there’s no reason for prospects to want to work with you if they don't feel like they know enough about your business already.
LinkedIn's got your back if you're job hunting—the professional network offers a free social selling score that keeps track of your activity. If you have a high social selling index score, LinkedIn is essentially telling you that you are being active on its site and making connections.
However, if you're wondering what you could be doing better, one way to improve is by creating more detailed profiles for yourself and others.
Think about what people will want to know about who they're connecting with on LinkedIn—the profile is your chance to tell your story in detail and present you as a thought leader in front of your sales prospects. That can't help but earn you points toward a higher score.
The point of LinkedIn’s Social Selling Index score is to show what kind of a connected social networker you are, because that’s an important value for business. To do well on its scorecard, ask yourself these three questions:
1) Am I making connections with people who don’t know me or my work?
2) Are those people likely to be valuable to me down the road (not just now)?
3) If they already know and like me personally, is there still value in getting their professional contacts?
There may be some social gatherings where it makes sense not to add people. You probably don’t need your soccer buddy on LinkedIn, but a prospective client you meet at a conference who works in your target industry or industry leaders could be valuable.
Don’t waste time connecting with people who aren’t going to help you build relationships. Think strategically about how to maximize new connections while also remembering your existing circles.
The more complete your profile, the higher you’ll score on LinkedIn’s social selling index. Begin with a job title, a profile picture, a cover photo and then add keywords on your LinkedIn profile—like public speaking or consulting—will signal to potential clients that you’re a thought leader and good fit for their business.
Including specific keywords doesn’t just impress; it also means you get exposed to more people who are actively looking for someone with your skillset. If your objective is clear and you have a clean profile, others will be able to quickly tell whether or not they think you can help them out.
Don't forget those all-important recommendations! If a potential client searches for people in your field, chances are that person will look at anyone listed under that keyword who has an extensive list of recommendations.
When it comes to your social selling efforts, it’s not enough to send connection requests, but rather about establishing trust and how many of those connections you can convert into real relationships.
If your goal is closing deals and securing partnerships, then finding and interacting with key players within your industry is crucial for building a well-connected network.
For a social seller, the best way to target prospects and begin connecting with decision makers on LinkedIn is by joining groups relevant to your company’s field and professional interests; each group will bring you in contact with other professionals from that industry or geographic area. Larger network means prospects in less time.
Before sending connection requests Be sure to make it clear what you’re looking for in your profile description: a job? Leads? Networking opportunities?
LinkedIn is a professional social network, but it isn’t just for networking; it’s a way to establish your professional brand and to connect with people who might be interested in your products and services.
Content marketing is the best way to get more visibility on LinkedIn - post relevant content and relevant information that is targeted for your sales prospects.
Share conversation worthy updates that another LinkedIn user may find valuable. In other words, don’t treat LinkedIn like Facebook or Twitter where you just write about anything you want—if your goal is to improve your SSI score, then write about topics that would appeal specifically to the decision makers and professionals who are already on LinkedIn.
For example, if you are a plumber and have long-term clients in an office building, then focus on writing posts about things related to plumbing and HVAC maintenance—not your thoughts on sports or pop culture.
In today’s day and age, it’s nearly impossible to be social media savvy without being active on all channels. But it turns out that just posting on a channel is not enough.
When you post on LinkedIn, if no one engages with your content, then your level of engagement will actually decrease over time.
To avoid becoming a ghost on social media platforms like LinkedIn, make sure that when you post something on the platform, you engage with insights by sharing content and commenting on other people's posts to add value.
So, you know that joining and participating in LinkedIn groups or other business related networking communities is a great way to build your personal brand and strong relationships.
But did you know that there are thousands of other users out there doing exactly that and using groups as their selling platforms and to grow relationships?
If you want some new customers, join a few relevant industry-specific groups on LinkedIn and participate in discussions regularly. Just make sure your profile is filled out so people know who you are and what you do.
Then, when it’s time for introductions, direct people back to your company website or landing page where they can learn more about you and (hopefully) sign up for your services or buy something from your store.
Sales Navigator and its sales solutions such as an efficient search and research tools are one of LinkedIn’s most valuable tools for salespeople to find potential prospects and increased sales success.
The more information you fill out, and share with your network, on Sales Navigator, the better your chances of increasing your Linkedin SSI ranking and improving your professional brand score.
For example, adding work experience and highlighting specific companies where you have expertise in business development will improve your potential connections’ awareness that you are a subject matter expert in your field and will help you attract attention of prospective clients.
In addition, sharing articles and asking insightful questions can improve your index too. Keep up-to-date with what’s going on in your industry so that you can be ready when someone asks for advice or assistance.
What is a good LinkedIn SSI score?
Any SSI score above 70 is considered good.
What is the average SSI on LinkedIn?
LinkedIn measures activity and since most people are not very active the average score is around 60.
How do I get 100 SSI on LinkedIn?
The LinkedIn SSI score consists of four categories, each worth 25 points. You need to excel in all of them: establish your professional brand, make quality connections with the right people, engage with insights, build relationships.
Does a SSI score matter?
A good Social Selling Index SSI demonstrates your influence and social selling skills and allows to make better connections with new prospects faster.
What is Sales Navigator?
Sales Navigator is a part of LinkedIn's paid sales solutions to help you find the right prospects to build trusted relationships.
How can I increase my SSI on LinkedIn?
You can increase your SSI score by completing your personal profile and being more active on the platform.
How often will my LinkedIn SSI update?
Your LinkedIn SSI is updated daily.
With all the importance of social selling in today's business world, the LinkedIn SSI was created to show just how well you're doing it.
This index allows you and your sales team to see how well you're doing compared to other people in your industry, and if there are any improvements that need to be made. Remember, social sellers outsell peers.
The tips above will help you improve your LinkedIn score to find better prospects, lead generation and more sales opportunities!
Feel free to reach out to our team to learn more.