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BizReport : Social Marketing : August 05, 2015

LinkedIn opens Social Selling Index tool to all members - what's your score?

Social selling on LinkedIn isn't new, but a tool that enables all the platform's members to measure how well their social selling skills stack up is.

by Helen Leggatt

For the first time, LinkedIn is giving all its members access to a data-driven tool that helps them identify how well they are building their personal brand. The "Social Selling Insights" (SSI) tool looks at a range of factors, such as relationship building, finding connections, professional brand and engaging with insights with the aim of "empowering salespeople with the knowledge of where they stand with social selling" and allow them to "set clear goals and inspire them to become a better social seller".

The tool's dashboard displays how well users are performing across their network and industry. The tool has been available to paid up members of LinkedIn since October, 2014, but has now been rolled out to all English-speaking members.

"Seeing how your SSI performance on LinkedIn is changing over time can help you create a benchmark for your social selling activities, set goals for where you want to be, and track your progress," says Lauren Mullenholz, Insights Team Manager at LinkedIn. "It will also let you see how your ranking changes compared to your peers, keeping you motivated in your social selling efforts."

Ways in which LinkedIn users can improve their SSI score include:

Professional Brand:

- Aim to increase endorsements and recommendations;
- Ensure profile is 100% complete;
- Have a professional profile photo and include multimedia and rich content within the profile;
- Share expertise through posting of presentations and long-form posts.

Finding Connections:

- Follow up with those who have viewed your profile;
- Keep track of sales leads;
- Be proactive in prospect searches;
- Selectively use filter criteria to find prospects outside of your network;


- Be active by taking time out each day to engage with and comment on relevant content;
- Share relevant content;
- Engage with your community and groups by helping to solve problems or provide insights;
- Be responsive to InMail.

Relationship Building:

- Use existing connections to facilitate introductions to valuable prospects;
- Connect with others inside your company;
- Formulate and distribute credible InMail introductions but bear in mind 'acceptance rate' is taken into account; so
- Avoid mass-messaging and concentrate on a few valuable connections.

Image via Shutterstock

Tags: brand marketing, social marketing, social network, social selling

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