How to set Your Social Selling Targets

So, how exactly do you go about initiating your next big Deal on LinkedIn?

As you know, your Clients are on LinkedIn – but so are your Competitors.

To stand out from the crowd and attract high-quality clients on LinkedIn, you need to activate and continuously monitor the 3 key pillars of your Client Acquisition Strategy:

1. ?Creating Awareness
2. Generating high-quality Leads
3. Converting Connections to Clients

Lets start with your first Client Attraction Lever, creating Awareness - these are the Social Selling targets you should aim for:

• Profile Views - how many people are viewing your profile on LinkedIn? This alone can be great source of new leads if you are prepared to follow up and engage the right way

Social Selling Benchmark: Once you have passed the 500+ connection mark on LinkedIn, you need to work your way up to 5 profile views a day and when you hit four figures (1,000+), aim for 10 views a day

• Content Engagement: Content is the new currency in the Digital Economy, and the NEW LinkedIn Algorithm rewards you for posting regularly, ideally 4 times a week (and prime times on LinkedIn are Tuesdays, Thursday and surprisingly Saturdays from 8h00 to 10h00 am in the time zone of your audience),

A great tool to monitor both your content and profile performance is the LinkedIn Dashboard on top of your profile that also shows the number of times people searched for you on LinkedIn (showing your weekly stats, should be at least 30 searches a day, and 150 for the week)

Social Selling Benchmark: If you are starting out, your target should be at least 100 content views each time you post on LinkedIn. Most importantly, you want to post content that generates reactions such as likes and comments so that you can start a conversation that matters.

• Followers: If your profile and your content on LinkedIn are engaging, your number of followers should follow suit. Now it is time to enable your Creator Mode on LinkedIn and position as a thought leader (which the NEW LinkedIn Algorithm will reward with up to 5X more followers)

Social Selling Benchmark: Once you have enabled the Creator Mode on your LinkedIn profile, your aim is to attract 100 Followers a week.

Next, let's talk about your Lead Generation Targets. Here are three key benchmarks you need to monitor:

• Connection Requests: Are the right type of people reaching out to you and requesting a connection? Keep in mind that once you switch your profile to creator Mode and your Connect button will change to follow, less people will send you a connection request

Social Selling Benchmark: When you are actively posting on LinkedIn and you have converted your profile to a client centric Brand Promise, you should get a regular flow of connection requests and aim for at least 10 a week on Creator Mode and 30 off.

• InMail Response Rates: When you reach out on LinkedIn via messenger, do people respond? If not or not enough of them, you need to reconsider your messaging (keep in mind that lately the LinkedIn messenger works much more like chat and you always want to keep your conversation client focused and stay away from templates)

Social Selling Benchmark: Are you receiving at least 40% response rates on Linked InMail? Research has shown that Inmail generates up to 11X better response rates than other forms of communication, especially email (provided you are leading with real value)

• LinkedIn Referrals: LinkedIn can be a great source of referrals, especially if you have an established business and are connected to your previous clients. This is how a management consultant landed a major deal when reactivating a past client.

Social Selling Benchmark: Provided you ask for referrals the right way and make it valuable for both the referring and the referred party, you should generate at least one referral client a month via LinkedIn

Last but not least, here are the metrics you need to monitor for converting LinkedIn connections to clients:

• Calls booked
• Deals closed
• Value of Deals closed (to make sure you are on track to meet your social selling targets)

If you wish to accelerate your Social Selling Success and to view the Client Conversion Dashboard that enabled us to generate 25 High Quality Client Conversations in 10 Days,

please register here for our upcoming Webinar on?"How to Win Clients on the NEW LinkedIn"