Introducing your LinkedIn Social Selling Index

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Introducing your LinkedIn Social Selling Index

LinkedIn, like all the social media platforms, provides you with some statistics or analytics.

Here are just some of the numbers we pay attention to:

Your number of connections. LinkedIn will show any number up to 500 connections, and then a simple “500+” appears. You can see how many people you are connected to, but no one else. It is not about bragging here.

How many people have viewed your profile. And who the last 5 people are. If you have a Premium account then you can see the full list, but if you use this information daily, you probably are up to date on this section anyway.

How many people have viewed your posts as well as their demographics.

How you rank, compared to your own immediate LinkedIn network, for profile views.

The latest statistic is your LinkedIn Social Selling Index.

LinkedIn Social Selling IndexThere are four, equally weighted components of your index:

  1. Establish your professional brand
  2. Find the right people
  3. Engage with insights
  4. Build relationships

Lets have a look at each of these to see what we can do with them, and why LinkedIn uses them to create this score. As with any scoring model, we can apply Peter Drucker’s old adage “What gets measured, gets managed”. LinkedIn highlights these four areas because they are represent the essential and powerful elements of your time on the platform.

Establish your professional brand

There are two parts to this. LinkedIn suggests that you complete your profile with the customer in mind. Who is your customer?

If you are a job seeker, your customer is your next employer. So you are going to fill out your profile showing htem how you can add value to the organization, work within existing teams or bring new skills and insights to a position that they hva a vacancy for.

If you are a professional selling your skill on a consultancy basis, then you are going to explain how your expertise can be used in a company to change their direction, address and area of concern and equip them so that you can step out of the way again.

Simply listing our skills in bullet points seldom does this section justice.

The second part to establishing your brand is to ‘become a thought leader by publishing meaningful material’. Your LinkedIn profile will become your second most important place to post content, after hte blog on your own website. The posts should be meaningful though – this is where you let your audience, your customer know what you think and how you work, and show them the value of your field of expertise.

Find the right people

The second part of the score is encouraging us to connect to more people, the right people, using the search tools that LinkedIn has available. We can use the Advanced Search function to look for more than just a person’s name. We can search for companies where people may have worked, titles that they hold, and search for potential connections within a geographic radius. Build your network intentionally with the type of people you need to know.

Engage with insights

Your connections are posting content about their fields, and so should you. But it is not a race to see who is noisiest but actual sharing. We can learn by engaging with – reading, liking and / or commenting, on the posts by our connections. Without engagement, we don’t build relationships and we use LinkedIn just to broadcast our own material regardless of what is happening elsewhere.

Build relationships

Here LinkedIn is trying to get you to communicate with your connections, your network.

We will explore all of this in more detail in upcoming posts, but in the meantime you should find out what your score is. In fact, it would be good to measure all of this information and keep a monthly record of the changes to your index, your connections, your number of profile views.

This isn’t an ego exercise. Don’t go comparing yourself to others who use LinkedIn in a different way from you. But if you see your numbers increasing or decreasing over the weeks and months, and you see a change in the value of the results coming from your LinkedIn profile, then you will know if you are doing something worthwhile here and how that might result in achieving your professional goals.

Don’t boast about your score – see the value that you are getting from how you use LinkedIn.

To find your score, while logged into LinkedIn, go to this link https://www.linkedin.com/sales/ssi

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