In the third part of this series, we will be focusing on how to engage with insights to improve your social selling index (SSI) score on LinkedIn. The earlier two parts of this series can be accessed here and here.
The third parameter mentioned by LinkedIn for improving your SSI score is based on your ability to discover and share conversation-worthy updates to create and grow relationships on LinkedIn. Did you know that around 64% of B2B buyers report that they appreciate hearing from a sales person who provides knowledge or insight about their business? Which is why knowing how to engage with insights holds a lot of importance.
The following pointers will help you ace your score on the engaging with insights parameter on LinkedIn.
- Share relevant resources to strengthen personal connections: Make it a point to post content that is relevant to your prospects. This can be in the form of industry news, trends, or updates from your own organization. Sharing and liking updates posted by others is also a great means of engagement. Make it a point to be on the lookout for insightful updates and sharing them. Show that you care about the successes of your prospects and tag them whenever you share an update relevant to them.
- Stay in the know with timely content: Remember to leverage industry data and news on LinkedIn to stay up to date. LinkedIn Pulse was earlier a separate platform, but it was merged into the main LinkedIn platform a few years ago. So, now any long form article published on LinkedIn actually goes on to Pulse. When searching for anything on LinkedIn, searching for “content” allows you to search for relevant content on LinkedIn that you can then share.
- Engage in discussion where your connections are: LinkedIn advises you to leave thoughtful, constructive comments on content posted by your prospects and to join LinkedIn groups. LinkedIn groups are a great way to find people with similar interests. Search for groups, especially large groups with a significant number of members, to join and engage with prospects and like-minded people.
Power tip: When you’re sharing an update, always remember to add your own bit. For example, you can add your thoughts on the update or explain why someone should read that update or article. It’s always preferable to add a comment as compared to simply liking an update. But there will be situations when you’d like to just bookmark an update or show some immediate engagement.
- Use relevant information when reaching out: Nothing can match an informed and personalized message. When reaching out to anyone, always customize messages using relevant information you have learned about the person on LinkedIn. A simple example is to always remember to add a personalized message when sending anyone a connection request – explain why you’d like to connect with that person. To be able to do this, it’s best to visit a profile and then click on “connect” to add a personalized message. This will significantly increase the chances of the prospect accepting your connection request.
Engaging with insights is a great way to ensure that you win over the attention of your prospects. The key point is to never use a mechanical approach when trying to engage with prospects. Always try to personalize any message you send out to your prospects. That little bit of extra effort will go a long way in multiplying your engagement.