You can't cut the cable. See page 10..
http://www.ambient-elec.co.uk/Files/thermolam-foil-heater-instructions-ambient-e... Quote:ThermoLAM MATS MUST NEVER BE CUT OR TRIMMED TO FIT INTO A SPACE THAT IS TOO SMALL!
I suspect the reason for this is that the length determins the resistance. Cutting it shorter would increase the power dissipated - possibly overheating the mat and the floor.
You can cut the foil (only the foil, not the cable) so that the mat can folded into a different shape. See page 9. If that doesn't help take it back and get one the right size.