I have heard some people say - "My customers would never sign a contract" OR "People don't sign contracts around these parts"... and so on.
I think that the most important part of a contract is the overall "fair and reasonable for all involved" feeling.
Contractors everywhere in every industry have these lopsided, unfair agreements drawn up, and then expect a client or prospect to sign their life away. NO way!
If the contract is written in a way that even someone without a law degree can understand it, and it protects both parties involved, there should not be an issue.
Of course, presentation is important too. Discuss it with your clients and prospects. Explain the benefit of a contract for them as well as you.