It’s winter in the Midwest. Brr – I’m not a fan of the cold at all, what about you? My husband, however, is a tire manager for a major tire distributor and if the weather is really hot or really cold he loves his job…why? Depending on the temperature outside a tire can be underinflated or overinflated and folks bring their cars in to get services, thus causing sales. Guess what? Your LinkedIn account is exactly the same way.
You can stop by the Sales Solutions site of LinkedIn and grab your Social Selling Index easily by clicking here: https://business.linkedin.com/sales-solutions/social-selling/the-social-selling-index. (Being transparent, mine is 73.) So what does this number mean?
The Social Selling Index (SSI) is the pounds per square inch of your LinkedIn profile tires. LinkedIn measures your influence on their platform and rewards certain behaviors. Today, we will kick around their suggestions and make sure you’re doing everything you can to keep your SSI at the right PSI and get the most mileage on your account.
Branding – yeah, it’s pretty important
When you go into your LinkedIn profile and fill it out, yes – it helps you be found, but that’s not branding. A shiny new paint job on a car doesn’t make a Pinto any better of a vehicle, right? If, however, you fill out the profile the way your client would consume the information, then you’re thinking like a brand! This encompasses everything from not only what you put into your profile (aiming for it to be filled out completely), but also thought leadership, value-added content, consistent posting, interacting with others, and skillset endorsements (which is a sore spot for registered reps, I know!). Basically, go big or go home.
The heat is on
I attribute my lower SSI (it was 93 at one point – yikes!) because I momentarily lost my mind two years ago and connected with people I didn’t know well or even do business with – see, I make mistakes too! Every car has a limit on how many passengers it can take on the journey, and so does your LinkedIn profile. Now, I have to work on correcting this – gah!
If you’ve ever watched a racecar, did you ever notice during down time the driver swerves the tires back and forth? You can’t create heat for the tire when going slow and LinkedIn wants you to leverage their warm environment by providing you with a succinct way to search and find the best leads.
Value – you have helpful stuff to share
Whether you join a group (and trust me – there is a group out there for everyone!) or you’re posting updates and using the Publisher feature of the platform, only do this if your intention is to add value. If I asked you to name a beautiful car, you’ll have a variety of answers. If I ask you to name a trustworthy car though, it’s probably not the same car, right? LinkedIn is the same way. People are looking for someone they can trust who will add value immediately to their situation. Respect this and LinkedIn will reward you.
Building a relationship is easier than ever
One of the things I see most often is the lack of colleagues connecting in an organization- huge mistake. Huge! Connect with each other and leverage your ability to get in front of more people.
Also, how many of you need to get to decision makers? The gatekeepers are still out there. Well, what if you can get a referral into someone? All of this can be accomplished through LinkedIn and if you use their platform, they reward you through the Social Selling Index.
In years past, the SSI appeared to be this arbitrary number which meant little to many users of the LinkedIn platform. Now you have some insight on how this works and can work on measuring your influence. If you need assistance, let me know.
Be bigger, better and more BIONIC today!
Sheryl Brown | @BIONICsocialite