The Bar Test Positioning Framework
Overview
A role-play exercise to ensure positioning statements sound like human conversation rather than corporate jargon. If you can't explain what you do to a friend at a bar, you have a positioning problem.
Core principle: Positioning must be colloquial enough to say to a friend.
The Process
┌─────────────────────────────────────────────────────────────────┐
│ STEP 1: SET THE SCENE │
│ Imagine you're at a bar with your target persona │
├─────────────────────────────────────────────────────────────────┤
│ STEP 2: THE TRIGGER │
│ "Hey, I just started using [Product]..." │
├─────────────────────────────────────────────────────────────────┤
│ STEP 3: THE EXPLANATION │
│ Speak the Benefit + Category naturally │
│ Structure: What is it + Benefit + Differentiator │
├─────────────────────────────────────────────────────────────────┤
│ STEP 4: THE VALIDATION │
│ Does the friend nod, or ask "What do you mean?" │
│ If they ask for clarification → Test FAILED │
└─────────────────────────────────────────────────────────────────┘
Examples
| ✓ Human (Pass) | ✗ Corporate (Fail) | |----------------|-------------------| | "Turns your iPad into a cash register" | "Leverages tablet hardware for merchant transactions" | | "Notes that write themselves" | "AI-powered documentation solution" | | "Your company's search engine" | "Enterprise knowledge management platform" |
Banned Words
Words people don't speak aloud:
- "Leverages" → "Uses"
- "Empowers" → "Helps"
- "Solution" → [the actual thing]
- "Platform" → [be specific]
Common Mistakes
- Trying to sound "smart" or "corporate"
- Using words you'd never say in conversation
- Assuming jargon makes you sound legitimate
Source: Arielle Jackson (First Round Capital) via Lenny's Podcast