How to improve your Social Selling Index on LinkedIn – Part 2

This is the second part in the series of posts on improving your SSI score on LinkedIn. The first post on “What can you do to establish your professional brand on LinkedIn” can be read here.

The second parameter mentioned by LinkedIn for improving your SSI score is based on your ability to find the right people. Hence, in this post, we will be elaborating on how you can improve your score on this parameter.

SSI 2

So, how can you go about finding the right people on LinkedIn? We’ve listed a few pointers below.

  • Use LinkedIn’s powerful search tool to zero in on the right decision makers: Now, LinkedIn earlier used to provide free unlimited profile searches to all users. But with time, they realized that certain recruiters and sales guys were finding loopholes in their system to search and download profiles. And all of this wasn’t paying off for LinkedIn. So, they have now limited search functionality for users unless you purchase a premium account. The search prowess of your account increases with each higher level of premium. You get more filters and greater reach with each higher level. Hence, if you’re really looking to leverage the power of LinkedIn and need to regularly search for various profiles, purchasing a premium account is indispensable. LinkedIn also recommends using Boolean search terms such as AND, OR, and NOT for your LinkedIn search.

Power tip: Remember, the key is to ensure that you keep oiling LinkedIn’s search engine on a regular basis. So, keep searching for relevant profiles in your industry and try to connect with them. That apart, one important aspect most people don’t realize is that even if you purchase a premium account, your search capability on LinkedIn is still limited to your third-degree network. The larger your third-degree network base, the broader your search will be. Hence, it is really important to connect with LinkedIn power users with large networks. Further details on this are available in a separate post on How to increase your LinkedIn network exponentially. Note that this limitation of search capabilities does not apply to recruiters who purchase a national/global recruiter license (which is very expensive by the way!). 

  • Leverage warm introductions to expand your network: You might be wanting to reach out to someone who is in your second-degree network but you’re not sure if you can reach out directly without making it sound really intrusive and salesy. LinkedIn makes it easy through their introductions feature. Check out how you’re connected to that person. Then, reach out to the common connection between both of you and request the person to introduce you to the prospect. This will help you transform the cold outreach into a warm introduction through a common acquaintance/colleague. Reminder: you might not be very excited about using this feature like several others, but if you do, LinkedIn views this as a sincere move to expand your network.
  • Research potential prospects: LinkedIn advises you to look for commonalities to establish a relationship. When checking a prospect’s LinkedIn profile, check out the LinkedIn groups they’re a part of. This information is available right at the bottom of the profile. Request to join any of these groups. Once you are a part of the group, that can serve as a common point of engagement to reach out to the prospect. Furthermore, the advantage that Sales Navigator provides you is that you can save prospects as leads, and you keep getting regular email alerts whenever any of your leads posts anything on LinkedIn so that you can get a trigger to reach out or engage with the prospect. The bottom-line is to ensure that you too join popular groups in your industry.
  • Take advantage of who’s viewed your profile: This feature of “Who’s viewed your profile” is a great source for driving engagement on LinkedIn. Always keep checking from time to time who has viewed your profile. This will help you get a flavor of who all are really taking interest in your posts or profile on LinkedIn. You’re only able to see a few profile viewers with the free account. If you take a premium account, you can get to see profile viewers for up to 90 days ago. Treat profile viewers as inbound leads and always make it a point to engage with them.

So, there you go! These four pointers are the primary aspects that determine the score for your ability to find the right people on LinkedIn. Keep watching this space for more information on how you can improve your sales profile and ultimately your SSI score on LinkedIn.

Do share your thoughts using the comments section below.

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Author: Minhaj Rais

All throughout my academic and professional career and in my personal life, one common virtue I've been acclaimed for is "being resourceful." This blog is on similar lines. The plan is to share thoughts and insights on Content Marketing, New Technologies, LinkedIn, Recruitment, Sourcing, Inspirational Ideas, Thought Leaders, and much more!

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