LinkedIn Social Selling Index: What It Is, How To Check And Improve For Business?

Did you know that 80% of B2B marketers prefer LinkedIn to reach decision-makers for social selling? This number is an eye-opener for anyone who thinks the platform is just for job searches.

And it doesn’t end here; the conversion rate on LinkedIn is twice that of other channels. Surprised, right? The question is how to use the platform for social selling effectively. 

Answer: Focus on improving the social selling index and learning why it is crucial for the sales funnel.

So what’s LinkedIn social selling index? Let’s take it step by step for the time.

For LinkedIn, you need a super clear idea of who you are targeting, and you need a personal approach that speaks directly to your target ICP. Having a higher SSI score helps.

What Is LinkedIn Social Selling Index Score? 

LinkedIn uses the social selling index, or SSI, to measure its users’ social selling performance. The SSI can range between 0 and 100 and relies on four main aspects (discussed below).

It was introduced in 2014 after analyzing the behaviors of top sales professionals on LinkedIn. Later, in 2015, it was also added to LinkedIn Sales Navigator.

Although SSI measures the selling capacity, it is also an excellent approach to increase your brand’s awareness.  An SSI score of 75 or more is considered exceptional, and you will be considered an industry leader. Many  believe it to be a fantastic tool for increasing visibility:

How Can You Find Your LinkedIn SSI Score?

LinkedIn has made it very simple for anyone with an account to check their SSI scores. Follow the below-mentioned simple steps to view yours:

• You must be logged into LinkedIn to check your scores.
• Open www.linkedin.com/sales/ssi
• You will see a dashboard like the one pasted below with your scores.

Source

Why Does My SSI Score Matter?

There are many reasons why SSI scores, especially high scores, matter. As per LinkedIn, if a user’s score is higher, they are more successful in reaching their sales goals. 

• A higher score indicates your brand presence and visibility, which helps strengthen your credibility and reputation in the industry.
• SSI scores also give a detailed analysis of which sales campaign is working and which one may need improvement.
• Your SSI is a performance indicator, and a higher score means you can reach more people via Linkedin’s algorithm. You must keep uploading quality content.  

How Your Social Selling Score Gets Measured

LinkedIn measures SSI based on four aspects, each of which can get points between 0 and 25. The scores are added together and called SSI.

Personal Branding

To make the most out of LinkedIn, remember it’s all about creating a profile that appeals not just to potential connections but also with a thought for those end-users or clients looking at your profile.

1. Start with a clear, professional photo because first impressions count. 
2. Then, weave in a bio that tells your story, not just what you do but why you do it. 
3. Don’t forget to collect valuable recommendations and job history details, they add credibility and substance. 
4. And yes, endorsements matter too.

Here are some LinkedIn recommendations examples and how they reflect on your profile:

Source

Next, the platform evaluates your content. It evaluates the number of published posts, whether they are relevant to the industry and audience, and the number of comments and likes.

So how does it all link to your SSI? 

An optimized profile and good-quality content can increase your scores. Share content with images to generate twice the engagement level.

Target Prospects

Connecting with decision-makers is crucial to increasing sales. Are you making the most of LinkedIn’s advanced search capabilities? 

Reflect on your LinkedIn habits—how frequently you log in, the profiles you explore, and your approach to saving leads. At the end of the day, success hinges on effectively targeting and identifying the right people to reach out to.

Insights

Just sharing quality posts won’t bump your SSI scores up. It’s about more than that. You need to really get into the mix, engaging and sharing your own insights. What do you see on your LinkedIn feed, those insights? They’re important. Engaging with them thoughtfully can help you connect with the right people in your field.

• Do you comment, share, and like other posts? 
• How many active and relevant groups have you joined?

Remember to share your views or write detailed comments for LinkedIn to evaluate and score more.

Relationship Building 

Adding people to your network won’t get you a high SSI score; you must build a strong relationship with them. 73% of people show greater interest in talking to sales professionals who initiate a conversation through LinkedIn. It can negatively impact your scores if other users are not responding to your messages.

How Can You Improve Your Social Selling Index Score?  

A low SSI score can negatively impact your brand image and credibility. Let me show you ways to improve these scores. 

Creating Professional Persona

To ace your LinkedIn game, think like a salesperson who knows their customer well. Your profile? It’s basically a magnet. Make it so eye-catching and interesting that people can’t help but want to know more about you.

Your LinkedIn debut is your profile. Nail it, and you’ll spark connections and conversations. Remember, it’s not just about a fancy profile photo or a catchy headline. Your shared articles and insights into industry challenges matter. They highlight your knowledge and how you’re the solution seeker for your audience’s needs.

Don’t forget, that optimizing your LinkedIn profile is crucial. Fill it out completely, sprinkle in those essential keywords your potential contacts might use, and showcase your skills and experiences like you’re talking directly to them. Essentially, fine-tune your profile to resonate with the folks you want to reach.

Using LinkedIn Tools

LinkedIn is a complete package offering excellent free and paid tools. Their Sales Navigator is a fantastic platform where sellers and buyers can connect, build relations, and get involved in virtual buying and selling.

The lead builder filters and locates people within a company, which you can save under a named account. You can also integrate it with any of the best CRM in the market for real-time data access.

Similarly, small businesses can use the LinkedIn Small Business feature to connect, build trust, boost sales, and hit their numbers. Here’s how people are taking advantage of their Sales Navigator account and how he exports leads from Sales Navigator to CRM:

By Not Automating Too Much

Everyone loves saving time with automation, right? But let’s think about what it really offers. With AI-created content like from ChatGPT being flagged so much, why jeopardize your scores? Better to invest a bit more time and craft your content personally.

Instead, use LinkedIn outreach automation for things you can’t do manually, such as lead generation, analytics, and post-scheduling. For rest, be creative and impress your audience.

Creating High-Quality Connections

Quality over quantity has always been the mantra of success, and this mantra also applies to LinkedIn’s SSI scores. Accepting every LinkedIn connection request is not beneficial; instead, focus on quality connections. People with the same interests, likes, and mindsets can help you grow.

You can find leads from LinkedIn groups that align with your business or industry (plus can help you grow). 

Benefits Of Using LinkedIn Social Selling Index (150-200)

Boosting Sales	LinkedIn users with high SSI scores are likely to meet their sales goals. How? 45% of people with high SSI scores create more sales opportunities for themselves. People on social media achieve 78% more results than those not on these platforms. People have a 51% more chance of meeting sales targets.
Improving Branding	To measure the effectiveness of your LinkedIn posts, focus on the content that resonates best with your audience. Pay attention to the type of posts they engage with and the comments they leave. Check your impressions and engagement data from your profile. Implement the strategies that result in the most engagement.
Measuring LinkedIn Post Effectiveness	To measure the effectiveness of your LinkedIn posts, focus on the content that resonates best with your audience. Pay attention to the type of posts they engage with and the comments they leave. Check your impressions and engagement data from your profile. Implement the strategies that result in the most engagement..

So What Have We Learnt? 

When your SSI score is riding high, it’s a clear sign that you’re crushing it in building an influential personal brand, engaging with top-notch content, successfully networking, and establishing significant connections.

So, why does this matter? 

Well, focusing on those four key aspects can seriously up your game – think about elevating your brand’s image, driving sales through the roof, and solidifying your rep in your field.

Now, here’s the kicker: these scores aren’t set in stone. 

They evolve based on how you play the LinkedIn game. A dip in your score is like a red flag that maybe something’s amiss with your strategy, signaling it’s time for a swift course correction.

And you don’t have to take my word for it; many top-notch leaders and influencers on LinkedIn swear by the power of a strong SSI. It’s not just about standing out; it’s about being strategically positioned in a way that maximizes your professional impact. 

“LinkedIn is a tool that allows you to promote yourself, your business, and your products and services. Don’t be shy. Tell your audience why they should work for, buy from, or hire you.”

 – Viveka von Rosen, Founder, Linked Into Business

“Social selling expands on the age-old basics of getting to know your customers and meeting their needs.” 

– Jon Ferrara, CEO, Nimble

FAQs

1. What’s A Good LinkedIn SSI Score?

LinkedIn suggests having an SSI score of 75 or above. At this score, you are considered an industry expert.

2. What Is The Top 1% Social Selling Index?

The scale for the social selling index score is between 0 and 100. People’s social selling index scores range from 40 to 50 on average. People with a 65+ score are considered top achievers; those above 75% are in the top 1%.

3. How Do I Track Social Selling?

SSI can be tracked by going to www.linkedin.com/sales/ssi. The dashboard will reflect your score against your network and industry benchmarks.

4. How Do I Access Sales Insights On LinkedIn?

Go to LinkedIn Sales Navigator, select Insights from the menu, and analyze data-driven insights about the prospects and accounts you want to target.

5. What Is The Average SSI Score?

Most people’s average LinkedIn SSI score is between 40 and 50. However, a good score is considered 75+.

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