What is the Linkedin Social Selling Index (SSI)? Calculate yours
The LinkedIn Social Selling Index or SSI is one of the most important (and hidden) metrics that this social network offers us. All the users of this social network have it and it tells us how well or badly we are doing in it.
It is especially useful if you work in sales, marketing or are a brand ambassador and it is interesting that you review it from time to time. This way you can improve the strategy you are implementing.
I will tell you about all this in the post. Read on and delve into the differential details for your profile.
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What is the Social Selling Index or SSI?
The Social Selling Index or SSI is the LinkedIn index which measures the efficiency of your actions in this social network.
As I said above, does LinkedIn like what you are doing?
It is important that you keep a high value because it is information that the LinkedIn algorithm has in account to decide the scope of your posts. This implies several things because, the higher the:
Your publications have more visibility.
Your personal brand is more powerful.
The possibility of attracting customers is highest.
Interesting, don’t you think?
How to calculate your Social Selling Index (SSI)?
If you have a personal profile on LinkedIn, you have your SSI. To know it, you just have to log in and enter this link:
Your LinkedIn Social Selling Index (SSI) Index: https://www.linkedin.com/sales/ssi
Here you see a circumference with a value and 4 highlighted areas.
How to interpret your index on LinkedIn, the SSI?
Social Selling Linkedin Index is a value that ranges from 0 to 100 and that values your work in this social network based on 4 key areas . Each of these reaches 25 points, as you can see in the previous image, and the sum of them is your SSI.
The global numerical value of the Social Selling Index
There is no exact rule that links your SSI to your success on LinkedIn, other than we know the importance of it being high.
Algorithms are secret, like the Coca-Cola formula, you know. However, what all LinkedIn specialists agree on is that it is preferable for your Social Selling Index to be above 70 .
From this value you begin to impact your contacts as a reference in your sector.
If you are below 25 , yes it is very low, but the good news is that you have it very easy to improve it and go up quickly.
You probably have not optimized your personal LinkedIn profile and what I recommend is that you fill in as much as possible the sections you have: images, work experience, educational experience, skills, etc. In short, give it a review and perfect your professional image.
Your LinkedIn strategy needs a component to attract that target audience you are looking for, that is, an Inbound Marketing strategy in which digital content takes on special prominence.
Establish your personal brand
We are facing the 1st of the 4 variables that the Social Selling Index measures.
It is about always keeping in mind that the customer that the Buyer Person you are targeting is at the center of your strategy. That is why LinkedIn asks:
That you do not convert your profile into a Curriculum Vitae , but explain the benefits that you contribute in your work experience.
Make your publications useful and do not talk about yourself or your product / service, but how this helps to your followers.
Find the right people
I love this variable that LinkedIn proposes because it is a clear allusion to taking care of yourself network of contacts since does not collect contacts . Vanity metrics do not make you better and having a very high number of contacts does not give you more visibility.
I recommend that you focus on what is important: select well who you want to be in contact with and, for that, the LinkedIn search engine is an excellent tool to filter the type of profile that interests you the most.
Interact by offering information
We are facing the most complicated variable to work with, that is why it is usually the one with the least points of the 4 that make up the SSI.
It is the litmus test that you really think about your client. Do you share valuable and useful content for him? Measure the engagement generated by your publications because the interactions you get with them are what mark this value.
If we are talking about the Social Selling Index it is because it is based on Social Selling, obviously, right?
Social selling is based on the emotional ties that you establish with your Buyer Persona (that ideal client that you have in your head). trust is the first and main pillar behind a sale and that is achieved by talking on social networks .
Do you? Do you talk to the decision makers about the purchase of your services? Start doing it or increase it and you will see how this value increases!
How to improve the LinkedIn Social Selling Index (SSI)?
Now you know what the Social Selling Index is, how to calculate yours and how to interpret your result. Now is the time to improve it, to establish a strategy that improves your personal brand on LinkedIn and, therefore, your sales.
This is what I recommend you do:
Have a personal LinkedIn profile of 10
Although there is a lot of bibliography in Internet on this topic, there are still personal profiles that fail in basic matters (profile photo and cover, about me and other details that LinkedIn proposes to you).
Think about one thing: when you go to a job interview or to see a client, do you dress in any way? I know not, it is a rhetorical question that has a perfect parallel with your personal profile on LinkedIn.
Your profile is the first impression that a client takes of you. If it’s good, they may want to negotiate with you. If it is neglected, you will go down in history.
Is it worth investing 2 days to take care of your personal image and have work or negotiation options?
Post valuable content
Inbreeding, commercial, and self-promotion do not work on LinkedIn. Your client likes to read what helps him improve and have a better quality of work life. But it is the same as you ask when you have the user role.
Therefore, do not describe your product or how fantastic it is, talk about the benefits it brings to those who use it.
This is giving value to a publication: giving your knowledge to those who follow you .
Interact with the publications of other LinkedIn users
LinkedIn is a social network and the word that best describes social networks is “talk” . Notice that the 3rd variable of the Social Selling Index directly links to this.
When you comment on the posts that others make:
This leads you to improve your personal brand and sell more .
Try to start it up and tell me.
Send a personalized contact message
This action is related to variable 4 of the Social Selling Index (SSI) because refers directly to building relationships with the target people you are addressing. It is as easy to understand how to extrapolate it to offline life:
When you meet someone, what is the first thing you do? Out of courtesy, you introduce yourself, ask what’s up, and talk about a variety of topics (I hope you do this and that you don’t link up with her directly, ha ha ha).
I think you see where I’m going, so be friendly and polite. Apply a tag and when you want to contact someone on LinkedIn, tell them why you do it and what you like about them.
You don’t want to sell with the first private message. It’s spam
It’s too common (and I’m sure you’ve suffered , although I hope you haven’t) to receive a commercial sales message just after accepting a contact invitation which, to top it all, did not come with a personalized message.
This is called spam.
If we continue with the previous example of flirting, think two things :
How likely are you that that person will accept a dinner proposal if they don’t know you at all? A 1×1000?
How likely are you to cause a bad image if you invite someone to dinner without knowing them at all? A 999×1000?
You decide what your best strategy is, although it seems clear.
Working well, with focus, with strategy is what leads you to be successful on LinkedIn and SSI is the most relevant metric you have to assess if that tactic works.
It Ideally, you should work on each of the 4 areas it covers and measure them regularly on a scorecard, because that helps you see your progress and implement corrections that improve the path to achieving your goals.
Finally, I would like to know your opinion. Now that you know what the LinkedIn Social Selling Index is, what do you think, do you feel like working on it and improving it?