Introductions are often the most important part of a conversation.

We have become so sensitive to salespeople, phone solicitors, fund-raisers and others who want a piece of our time (not to mention our wallets), that it is easy to become a little jaded, thinking that everyone wants something from us. Even email and direct mail have become so personalized that solicitors approach us as if we were long-lost friends.

So, it's easy to understand why some people are a bit cynical when someone contacts them for the first time.

This is why it is important, when contacting someone for the first time in a business context, that you announce how you learned about him or got his name or number. We all want to know with whom we are talking, so we can determine how much and what kind of information we wish to share. Telling a person how you learned about her or how you came to contact her also helps to put her at ease and lets her understand who you are.

Sometimes a person might ask how you learned about him so he can give credit to the proper person or thank whoever suggested that you call. Or, conversely, he can tell that person never to give out his name again.

Another reason for announcing how you discovered this person is to get the attention you deserve. Unless someone knows you or you have a legitimate referral, a common bond or even a compelling story, you may be passed off as a solicitor, job seeker or someone who "wants something." Even if you are a solicitor, job seeker or other, your up-front honesty can disarm someone enough to get you through the door and be taken seriously. By being direct from the start, you may gain the person's attention because of the reputation of your referral, the tenacity and thoroughness of your research, or even through flattery. If you read a news story about someone or heard her speak, mentioning that is a great way to establish at least a basic familiarity. This same advice applies to phone conversations, emails and cover letters.

Here are a few examples that you can adapt to suit your situation:

• "We met at the Dallas Human Resources Meeting last month."
• "I heard you speak at the Junior Achievement Breakfast."
• "I read your quote in Fast Company magazine."
• "I'm a member of the National Speakers Association and saw your name in the membership directory."
• "I saw your advertisement in the Orange County Register."
• "I got your name from Joe Smith, who said you do good work."
• "I was visiting your Web site and saw your address."
• "Bill E. Bob is a client of mine and he suggested that I contact you."
• "I'm an alumnus of the University of Oklahoma and obtained your name through the school's career center."