Get your LinkedIn SSI – and then Improve your Social Selling results

LinkedIn SSI how to use and improve Lead Generation Mark Stonham Wurlwind LinkedWin

The LinkedIn SSI is a very useful guide that indicates which areas or activities we should tackle, and where we should allocate more time, to improve our Social Selling and sales results.

I view it in a similar way to the dashboard of a car.

  • For those who want to drive better the dashboard is  a useful tool – and so is the LinkedIn SSI.
  • However the dashboard won’t make us a safer driver or get us  to our destination on its own – that’s down to our planning and skills. Likewise with LinkedIn – without clear goals and a route the SSI won’t be a huge benefit.

Read on to find out how to get your SSI, how to interpret it, and how to improve it, and consequently improve your social selling and sales results.

Get your LinkedIn SSI here

Every LinkedIn user can now access the LinkedIn Social Selling Index.

Get your Personal Social Selling Index score here…

The value is not just the overall score, but the score in each of the 4 areas.

Check out the trend line too. Is it stable, rising, or falling?

What does the LinkedIn SSI show us?

Here’s my SSI graph from May 2019.

Mark Stonham LinkedIn SSI

So, this tells me I have a little more to do to improve on my profile, and I should find and connect with more people and post and comment more. Very useful guidance I feel.

What’s your score, and the section numbers? And the trend?

What do you need to improve?

How can you improve your Social Selling?

If you’d like help understanding your SSI and what to do to improve your Social Selling, lead generation and sales results then…

  • drop me an email, to mark@wurlwind.co.uk,
  • or schedule a call with me – just click the image below and choose a time.

Mark Stonham Wurlwind Discovery Call

Or read on for more advice and tips.

What the LinkedIn SSI tells us.

The LinkedIn SSI algorithm is not published but the following is what I’ve deduced, based on written information and practical experience, having reviewed the SSI of many clients.

  • Professional Brand is essentially our profile. LinkedIn would like us to have a complete profile. And our profile is our foundation that we build on.
  • Find the right people relates to our use of Search and inviting people to connect, and accepting connection requests.
  • Engage with insight is posting, sharing, commenting.
  • Build relationships is primarily our use of LinkedIn messaging.

Tackling weaker areas is a quick way not only to raise the SSI score but also to improve our sales results, by leveraging the power and capability of the LinkedIn platform and network.

Tips to improve your LinkedIn SSI

Improving your LinkedIn SSI is a stepping stone to improving the results you get from LinkedIn and Social Selling.

  • If you’re relatively new to LinkedIn or inexperienced the SSI provides a valuable roadmap for what to do to get better at using LinkedIn in a sales context
  • For people at intermediate level with LinkedIn then the SSI will highlight areas to focus on to improve your skills, while maintaining other areas
  • For those who are LinkedIn Masters or Power users you may well have developed your own Linkedin and Social Selling techniques that work for you and your role and territory and which add a level of refinement and go beyond the LinkedIn SSI.

Are you now wondering what this means, and how you can improve your score?

My first tip is to diarise a time to run the SSI on a weekly basis. Any more often that this and it will be a distraction. Any less than this and you may have forgotten what you did that affected the score.

What did your LinkedIn SSI score tell you about your Social Selling profile?

Set a realistic LinkedIn SSI target to aim for

My second tip is to be realistic about your expectations for your ‘score’. Remember, your sales priority is to make your sales target, not to go chasing an unreasonably high SSI number.
  • If you’re new to Linkedin or a casual user then a score below 50 is to be expected. Reaching 50 may be a good goal to aim for.
  • For people who use LinkedIn regularly, say a few times a week, and you have a sales role as an account manager, then a score between 60-80 will be quite respectable.
  • For those who use LinkedIn all the time, as a new business sales person, lead generator, business development or similar, then a score of over 80 or even over 90 is well within reach.

Pick the lowest scoring area and aim to tackle that over the next week or two. The tips below are designed to help you focus on meaningful changes.

Specific tips to help you improve each SSI area

Improve your LinkedIn Profile

If you’re not scoring 20+ then this is worth improving as a priority.

  • Update the Skills section as a priority – and focus on those of high value to customers / clients
  • Add more sections to your profile – education, qualifications, publications etc.
  • Improve the quality and quantity of text in you profile. Add a good summary and descriptions for each role in your experience section.
  • Update your contact details section with website links etc.

Tip: Focus on customer benefits and value, with proof from previous projects.

Improve your LinkedIn Connection Network

If you’re building your network (to 500+, 1000+ or beyond) then aim for a score of 20+

  • Connect with current and previous clients.
  • Find and connect with role models and leaders in your field
  • Connect with business partners who you collaborate with, or find potential new partners and connect with them.

Tip: Be pro-active about inviting people who meet your ‘ideal client’ profile.

Improve your Engagement on LinkedIn

This is primarily an indication of how regularly you share content, so aim for 10+ if you’re starting out and 15+ or 20+ to really increase your visibility.

  • Ideally post something meaningful and on-brand every day. This builds up your previous history if/when people look at your profile and activity, and give connections an opportunity to Like or Comment.
  • Comment on posts by leaders in your field.
  • Comment on posts by clients,, prospects, partners etc.

Tip: Be positive. Be on-brand. Be brief.

Improve your Sales Relationships using LinkedIn

This indicates how much you interact with contact, so aim for 10+ if you’re starting out, and 20+ as you use LinkedIn Messaging as an additional tool alongside email for short, ad-hoc messages.

  • Look for opportunities to message people. Thank them for meeting, or talking, or advice.
  • Send them a link to a relevant article etc. URLs can be included in LinkedIn messages.
  • Keep the message short. 3 short sentences max. ie. Intro/context. Main substance. Call to action/next step.

Tip – short messages sent via LinkedIn Messaging can get a better response than an equivalent email, which may get buried in a busy in-box.

How can I help?

If you’d like help understanding your SSI and what to do to improve your Social Selling, lead generation and sales results then…

  • drop me an email, to mark@wurlwind.co.uk,
  • or schedule a call with me – just click the image below and choose a time.

Mark Stonham Wurlwind Discovery Call