I've use we've never met or you don't know me personally or the work I do when introducing my self to a referral if needed in order to engange conversation.

The most challenging obtacle I find is setting the appointment with a spouse, significant other, parent or other form of buying committee. I normally ask about their relationships with any other individuals in their decision making process.

I've used simple probing questions such as: What made you interested in.....? Why do you want to be.....? You requested information because.....? How did you find out about.....? How long have you been interested.....? Are you related or do you know someone who.....?