Many small businesses spend money on online ads - but how much time do they spend speaking to clients?

Since 2013, we've built nearly 98% of our client base on word-of-mouth advertising. Some blossomed from a chance meeting, while others spawned from friendships, networking, and compassion for non-profits. Nearly a decade later, we've only lost a client due to business closure or politics (which is part of the game).
We've always sold ourselves as a personalized business, emphasizing people before profit. Well, we can't think of a more personal way to connect with a client than to get to know them; actually, speak with clients about non-business-related interests and passions. We develop long-standing relationships instead of short-term profitability.
"...develop long-standing relationships instead of short-term profitability."
It's imperative to get to know your clients upfront to build an intimate level of acquaintance as they learn to trust you. And if they trust you, you can trust they will pass along your info to others, follow and share your social media, and champion your services if someone they know inquires about it at a social gathering.
So, how do you do this? ell, ask them questions that begin with why instead of what, such as:
Why did you start your business? (they might have an exciting story to tell)
Why do you provide your service or products? (they may not have a clear answer, but you could help!)
Why don't you use Instagram or have a Facebook Page? (perhaps they don't know how to set it up)
Why don't you write a blog or produce videos? (they may be intimidated, so you can support them)
Why did you choose me for your business needs? (you may already know, but it's always good to hear)
If you treat clients like a commodity, as if they are a means to a profitable end, you may become wealthy but not valuable (i.e., you're not as beneficial to your clients as you could be).
Imagine if Alice walked through Wonderland, ignoring everyone during her travels.
What would she have discovered? Who would Alice have relied on to survive? What narratives would she have to tell when she left Wonderland? And more importantly, what reason would she have had to return?
When Alice reached the queen, many of Wonderland's inhabitants already knew who she was and what she could do, and they had their expectations. Some questioned her intentions and existence, and one of them wanted to chop off her head (and some clients may end up feeling this way, but more on that in another blog...). But the people Alice connected with supported her and stood up for her when she returned.
What can YOU say about your clients?
Do you know where they're from originally? Or, how many children or dogs they have? How long have they been in business? What's their spouse's name? What's their favorite food? Where do they vacation each summer?
What are your clients saying about YOU?
Do they tell people you're cheap? Do they say you're reliable? Do they share your social media posts or even follow you? Do they know why you do what you do? Or, how long you've been doing "it"?
Or are they telling people you're not responsive and "don't really know you" beyond your skillset?
Spend more time getting to know your clients and less time marketing to strangers - you'll probably discover that word-of-mouth advertising is more valuable than any ad campaign and won't cost you a dime.