Step up Your SSI: Finding the Right People

Learn how to prospect more efficiently and accurately on LinkedIn, to find the right people and raise your Social Selling Index score.

October 6, 2015

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Social selling is transforming the sales profession. Organizations that make social selling their driving force are seeing more opportunities, shorter sales cycles, and more revenue than the ones who lag behind.

LinkedIn Sales Solutions was championing social selling before the movement had a name. We’ve worked to make sure salespeople know how to use social media, and how to evaluate their LinkedIn activity to keep moving up.

To help you achieve amazing results with social selling, we created the Social Selling Index (SSI). The SSI is based on a survey of over 5,000 sales professionals. This massive survey enabled us to identify the LinkedIn activity that separates the top performers from the rest of the pack.

Because it’s based on solid real-world data, the SSI is a good indicator of salespeople’s effectiveness. For example, in LinkedIn’s own sales team, people with an SSI of 90 or higher were three times more likely to go to Club than their peers.

The SSI measures your LinkedIn activities that relate to the four drivers of social selling success:

  1. Creating a Professional Brand
  2. Finding the Right People
  3. Engaging with Insights
  4. Building Strong Relationships

It’s important to check your SSI regularly to see what’s working and what you can improve. In this post, we’ll focus on the second driver: how to find the right people for faster, more effective prospecting.

This category measures the LinkedIn activities that bring in higher-quality prospects in less time than old-school “smile and dial” techniques. To boost your score, try the following:

  • Create a qualified prospect pool with advanced search and saved leads. Use LinkedIn’s powerful advanced search filters to zero in on the most promising potentials. If you have Sales Navigator, save leads to get customized recommendations.
  • Expand your network to enable warm introductions. The more connections you have, the more you can use the “Get Introduced” feature to reach prospects. Make sure you connect with your co-workers in other departments, the members of your sales team, and people you meet at events. You can also use your existing client’s connections to reverse-engineer introductions.
  • Establish commonalities with LinkedIn Groups. LinkedIn Groups are a social selling secret weapon. If you are an active participant in a prospect’s group, you have a baseline for establishing a relationship, and you have already begun to build trust and can position yourself as a helpful ally.
  • Capitalize on inbound interest. Prospects who visit your LinkedIn profile are extending an invitation to engage with you—don’t leave them hanging. Click the “X people viewed your profile in the last 15 days” notification on your feed to see who has been checking you out. Then use the opportunity to send a personalized connection request.

Ready to step up your SSI? Start by checking your current score on the social selling dashboard (Note: make sure you are logged into LinkedIn before clicking the link). As you follow the tips in this article, keep an eye on your dashboard to see how your SSI score improves.

Get a steady stream of strategies to keep your SSI on the upswing by downloading "The Sales Manager's Guide to Driving Social Media Adoption and Revenue."

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