Lawyers Social Selling
Business development is a critical skill for lawyers, to win new clients while maintaining the relationships with existing clients in a highly competitive sector.
We are therefore extremely grateful that we have been given permission to republish David J. P. Fisher's article on 'How the SSI helps you fulfil your social selling goals?'. David is an international author, speaker and coach and a catalyst for many on how to create relationships that drive business and revenue through LinkedIn.
What is social selling index - SSI?
Let's talk about the Social Selling Index (SSI). Introduced by LinkedIn alongside Sales Navigator, it's an attempt to quantify someone's use of LinkedIn for social selling.
Whether that attempt is successful or not really depends on who you ask. Some appreciate that it creates some sort of guidance/framework for those who are just diving into social selling for the first time.
Others point out that its really geared to activities that are easy to track/quantify, which isn't necessarily the same as activities that actually lead to selling success (especially in a complex and nuanced relationship/consultative sale).
I'll admit that I lean to the latter, but over the past year I have started to see the value in giving sales professionals guideposts that will help them start using LinkedIn more effectively.
I knew I should put together an unpacking of the SSI that acknowledged the pluses and minuses of using it as a coaching and training tool, but it kept getting pushed down in my writing priorities.
Access 4 tips to fulfil your social selling goals.