by Kathy Bernard
Are you doing enough on LinkedIn to reach your prospects on the platform? LinkedIn’s Social Selling Index (SSI) can tell you how well you are practicing relational sales on LinkedIn and how you can do better.
SSI is an analytical tool that shows you how successful you are in four equally weighted attributes: 1) developing your brand, 2) connecting with the right people, 3) engaging with insights (finding and sharing news and information), and 4) establishing relationships on LinkedIn.
To learn your social selling score, visit business.linkedin.com/sales-solutions/social-selling/the-social-selling-index-ssi, and then click “Get your score free.”
To improve your score, craft your profile with your customers in mind. Talk about the services you offer and feature the benefits they seek. Publish meaningful posts. Identify and connect with better prospects by using LinkedIn premium research and search tools like Sales Navigator or Business Premium. Share engaging updates on your home page news feed to build relationships.
Why go to the trouble? According to LinkedIn, 78% of salespeople who engage in social selling outsell their peers who don’t take advantage of social media. Plus, according to LinkedIn, those with a high social selling score are 51% more likely to meet their sales quotas. So, check out how you score, make needed changes, and see your sales soar!
Kathy Bernard (firstname.lastname@example.org), CEO of WiserU.com, is a St. Louis-based LinkedIn expert/trainer who equips businesses to maximize LinkedIn for sales, marketing, or fundraising.