What is social selling and why does it matter?
Social selling is simply using social media to sell. This includes building a professional brand, establishing yourself as a thought leader, and building a rapport with prospective customers. Done well, it can even replace cold calling as it can potentially turn a huge audience into warm leads, before you even call them.
I think this definition from Hootsuite blog sums it up quite well:
“Social selling is the art of using social media to find, connect with, understand, and nurture sales prospects. It’s the modern way to develop meaningful relationships with potential customers so you’re the first person or brand a prospect thinks of when they’re ready to buy.”
Social Selling is important for professionals as it increases opportunities by 45% which means that you are 51% more likely to reach your sales quota, according to data provided by LinkedIn. Their data also shows that Social sellers outsell peers, who don’t use social media, by a massive 78%.
If you are reading this you probably already have an account on LinkedIn which means that you already have the basics set up to start social selling, even if you haven’t started to consciously do it yet.
If you don’t yet have your LinkedIn account set up – check out this free training I created.
To get started with Social Selling, you need to know where you are compared to your peers, and where you can improve to increase the effectiveness of your social selling efforts. To help, LinkedIn created the Social Selling Index.
LinkedIn: Social Selling Index (SSI)
- Profile Completeness
- Finding and connecting to the right people in your industry
- Sharing and Engaging with valuable content
- Building Professional relationships by commenting and sharing their content
What’s your LinkedIn SSI?
You can find out your LinkedIn SSI score by following this link Get Your LinkedIn SSI Score or clicking the button below.
Let’s look at the report in more detail.
While a simple short report, it provides a great deal of detail and insight.
The example below is from one of our clients who we started working with, in May. Karl’s Social Selling Index has risen from 42 to 61.
This increase has come from posting valuable content, that is liked and shared by his connections. This is part of the work we have done to help build his professional brand on LinkedIn.
The report also shows us where we can take action to improve his overall index score. As you can see our relationship-building activities are paying off, and we can now focus on improving his professional brand and finding the right people to engage with.
How to improve your LinkedIn SSI
To increase your LinkedIn SSI score, you need to focus on the following:
Your personal brand. Create a complete profile so other users know who you are and what you do.
Ask people you work with or have worked with for endorsements and recommendations.
Building relationships. Comment, like or share content from other people, be active in groups and share your professional expertise.
Engage with people in your industry by creating and sharing valuable content, regularly and consistently.
If you would like more help with your LinkedIn marketing strategy, for you or your brand, don’t forget to watch the 7 free LinkedIn training videos and keep checking this blog for some of my posts like this:
You can get your own SSI report, from LinkedIn by clicking on the button below.
(You need to be signed in to LinkedIn to access the report)