Improve Your Social Selling Effectiveness

Have you ever wondered how influential you are on LinkedIn?

As a Social Seller I've always wanted to increase my effectiveness at influencing my tribe. I've joined Groups, I share content and engage my network with likesand comments... but I wasn't sure if this made me influential.

LinkedIn has measured effectiveness using a 'Social Selling Index' and it's not publicly available!
... where do I find my Social Selling Index score ?

Start by logging into LinkedIn Social Selling Index and uncover your SSI score. The score is ranked out of 100 and is based on four elements with a 25 point weighting.
establishing your professional brand

• finding the right people 
• engaging with insights 
• building relationships

... but why is this important to me?

Customers today are engaging sales people much later in their buying journey. There are more competitors to choose from, more information available at their fingertips, and can easily access their friends and family for trusted advice.

First impressions count and becoming an influential social seller is a must for every modern day sales person! LinkedIn hosts our professional brand, ranks exceptionally high on a Google search and becomes a powerful sales tool if you learn how to use it.

If you're in the Financial Services industry (like I am) you'll be competing against an exceptionally low SSI baseline.

... what simple actions can I take to improve ?

Improving your SSI score doesn't require a marketing degree or a large commitment of time. LinkedIn has provided guides to improve your Establish,Find, Engage, and Build measures, however; I'll also share with you my Top 5actions that will instantly improve your ability to effectively influence your network and prospective customers;

1. Create An All Star Profile: LinkedIn is probably bugging you about this since you joined. Upload a photo, create a powerful summary (minimum 200 words), add your experience, link multi-media to your profile (website links, PowerPoint's presentations, YouTube videos) and ask for recommendations from your co-workers and clients.
2. Engage With Groups: Joining a Group can be more than a pretty badge on your profile. Within each group is a wealth of wisdom from thought leaders and subject matter experts. Aim to join 25 Groups and engage (like or comment) at least 3 times a week.
3. Influence Your Peers: Build strong relationships with your network by contributing to the discussion. See a valuable article someone shared? Like or comment! Read something online that others may value? Post it! Aim to contribute at least 3 times a week.
4. Use LinkedIn As A Digital Business Card: I stopped carrying business cards years ago. When you meet someone new, open up LinkedIn on your smartphone and connect on the spot. You'll quickly grow your network and increase future conversations with the prospect compared to simply collecting a business card. 
5. Identify And Connect With Decision Makers: Co-workers will often dominate your pool of connections. While you should certainly be interconnected with your co-workers (minimum 50) you should also be connected with decision makers and senior leaders (at least 100). Identify these connections using the Advanced Search tool and reach out via InMail or ask a 2nd degree connection for an introduction.
   

While I was excited to score a 92/100... there is still room to grow. What strategies do you use to become an effective social seller?

Written by

Anthony Magro